If you ever find yourself wishing spring was coming faster I have the solution, commit to writing a blog and before you know it – BAMN – the days turn to weeks and deadlines are upon you. In this blog I’ll focus on BATNA. A ubiquitous term found in virtually all negotiation texts. What [...]
Why Take-It-Or-Leave-It Is Not a Good Negotiation Strategy There exists and old saying, something of something is better than 100% of nothing. This saying is a perfect bridge to a conversation on the “take-it-or-leave-it” tactic in negotiations. I’ll address three questions here Is “take-it-or-leave-it” a good tactic to use? Should it be used? Unfortunately, [...]
Create a Deadline Get Them to Negotiate Understand the Market Determine the Budget Create a Deadline All negotiators know that each party will tend to make concessions at the deadline. Furthermore, most negotiators realize that both sides have deadlines (although many sellers erroneously don’t truly believe this….convinced buyers can wait forever). So therein lies [...]
