Category: Negotiation walktrough

Negotiation is hard to practice without stakes. It’s like playing poker without money – no one cares, everyone makes careless moves, and you never really

“Information is a negotiator’s greatest weapon.” Victor Kiam. The first time I heard that quote it inspired me. Later, I started to resent it, as

This is how young Arnie Schwarzenegger got Americans to pay him a premium price for laying bricks just because he spoke German: His friend Franco Columbu

According to the Stoics, in order to be able to better deal with the possibility of a nightmare scenario, you should imagine it in detail.

In Mario Puzo’s The Godfather, everything went wrong when, during a key negotiation, Don Corleone’s own son “broke rank” and asked him to reconsider the offer he

When we have both good and bad news, or at least bad news and the “silver lining”, there is often a dilemma over which one do

Let’s revise some basics here: what sound does a cow make? In English, everybody knows it’s moo, of course. It’s muh in German, meuh or mou in French, mu in Spanish, boe in

Let’s talk about worst-case negotiation scenarios for a change. The rule is: Never attempt to negotiate while hungry. This is important, on two levels. There is literally research that

How important is it that the first time the client is faced with the price, they hear it from you live, while you can see their face?  It’s important

There is freedom waiting for you,  On the breezes of the sky, And you ask “What if I fall?” Oh but my darling, What if