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Be Prepared

“Be Prepared” is the Boy Scout’s motto, but it also applies to negotiations. The week, day or night before you are to meet, you should think through some different possible scenarios. First of all, anticipate the major points that may be presented by the other party and formulate some responses. Read more…

Do it in Person

You can take care of many things via email, but in negotiation discussions I prefer to talk face to face. Absent that, the telephone is an okay second choice for me. In direct conversations you read body language. If you have said something that has not been taken well, you Read more…

Avoid Showdowns

If you fail to separate the issues from personalities the result can turn into a showdown. Egos and machismo can come into play. What starts out as a contract negotiation can turn into, “I’ll show that guy. He can’t do that to me.” When it gets to this point, it’s Read more…