Author: briangunia

  • Don’t take no for an answer! (Ask a question)

    One of the most common words any negotiator hears is “no.” “Can you do X?” “No.” “What if I offered you Y?” “No.” “Would you consider Z?” “Sorry, no.” Most negotiators, hearing the fateful word, conclude it’s time to concede. But negotiators who have read my previous posts know that the temptation to concede is…

  • “That’s not negotiable.” (Yes it is)

    Many an aspiring negotiator has been stymied by three simple words: “That’s not negotiable.” How often do car dealers, retailers, and employers utter that tremendously painful phrase? And how directly does it strike at the heart of our grand negotiation strategy? Well, I’m here to tell you that sometimes it’s not negotiable. But many times,…

  • “No conditions on hugs!” Three situations that don’t call for concessions

    Let me introduce you to one of the world’s best negotiators: she’s five and sleeps across the hall. Why does she qualify as one of the world’s best? Because she always knows exactly what she wants and takes every—I mean every—opportunity to ask for it. In particular, she sees all of my requests as opportunities…