If you don’t ask, the answer is always “no”. So ask. Some people are better at this than others, but everyone can learn. If someone gives you a form contract to sign, and parts of it are offensive, ask to have them removed. They may say no . . . but they may say yes.
In a negotiation, there are times to talk, and times to be quiet and listen — or to just enjoy the silence. When to talk. There is a certain value to rationalizing your demands. If you just leave it as a simple demand, the counterparty may think, “Forget this, we can find someone else who
This is the first in a series of blog posts that I am doing that will form a basis for a negotiations presentation I gave at HUB Soma. A BATNA is a common negotiating concept that was coined and popularized by the book Getting To Yes, which came out of the Harvard Business Negotiation Project. It
Generally speaking, I don’t really like negotiating with lawyers, mostly because I feel it just isn’t that productive. Business people are much more focused on getting deals done, which is ultimately more rewarding. A good ending to a contract negotiation almost invariably has to include a compromise where both sides have to make tradeoffs between