Category: Negotiations

  • How to say no in negotiation

    Despite the title of negotiation’s seminal text—Getting to Yes—the best negotiators often find themselves saying no. That’s because the goal of negotiation is not agreement—it’s achieving your interests wherever you best can, which is often somewhere else. But this begs a big “how”: how to say no the right way. Sadly, it’s not as simple…

  • Is my negotiation progressing nicely? What, why, and how

    How can you know if your negotiation is heading in the right direction? Few complicated questions have simple answers, but let me try to make this one as simple as possible in hopes of making life negotiable. If your negotiation is progressing nicely, the discussion should generally answer the following three questions, in the following…

  • Should I ask for more? Three clues you might want to negotiate

    One of the toughest negotiation challenges is deciding whether to negotiate at all—whether to settle for a particular portion of our own lot or launch into a negotiation to obtain more. Should I press the car dealer for a bigger discount, my colleague for an alternate meeting time, or my kids to try harder on…