February 2016 – Negotiation Lessons from Scott Roberts Negotiating

Saying you are negotiating may not be negotiating!

Setting the prime objective of a negotiation as just “closing a deal (any deal)” is not negotiating. However many may say that they are negotiating to get the best deal. It is not. It is giving in to the other side before you start. It puts all the control in the hands of the otherContinue reading “Saying you are negotiating may not be negotiating!”

Negotiating for Europe #5 – Discipline at the Close

Beware Last Minute Nibbles. During the end game, there were some public declarations that a deal was close and that there were just a few minor details to sort out. I suspect that these declarations of being nearly there were made more out of habit and in hope than in all seriousness. It is common forContinue reading “Negotiating for Europe #5 – Discipline at the Close”