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How to Create Value in Negotiations

We talked recently about how to get a bigger piece of the pie in a negotiation. But what if I told you that in many negotiations, the pie isn’t really fixed?  What if I told you that in lots of cases, there is actually more than one pie? The truth is, there’s usually an opportunity to negotiate over more than one pie …

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How to Get a Bigger Piece of the Pie

If you had a single pie to split with someone, how much of it do you think you could get? If you don’t like pie, then you probably don’t care.  But if you’re like me, and you do like pie, then you probably hope that you can get at least half of it, maybe more.  And if you could get …

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3 Things You Need to Know Before Any Negotiation

A lot of people think that the best negotiators out there are quick-witted, and that’s how they’re so successful. But the truth is that the best negotiators are the ones that are the best prepared.  Preparation is the key to successful negotiation.  Which is good news fort those of us who don’t consider ourselves quick witted.  Because how quick or …

Ask for More

If you’re like most people, negotiations probably make you nervous. If that’s not the case, then you’re pretty lucky because most people don’t like negotiating. There are probably lots of reasons for this and we won’t go into them too much here, but I do want to go into why we should negotiate more, even when it doesn’t seem like we …

3 Issues We Negotiate

Have you ever been in an argument where after a while you realized that you and the other person were both arguing the same side? What about in a negotiation?  Have you ever been in one where after going back and forth for a while, you found that you and the other person both wanted the same outcome? There’s a …