Negotiations in a Down Economy: Using an Agenda to Defend Your Price Facing slumping sales and lost deals in a down economy, many sellers wary of losing a deal immediately turn to reducing price. This is the opposite of what you need to happen. It’s during times such as these that it becomes critical to […]
Conference Rooms vs. the Golf Course Often when we are getting ready for an important negotiation, we think about our strategy and what we’re going to say. What we don’t always consider is the location of the negotiation and the impact the environment has on the potential outcome. This effect is called subliminal priming and […]
Overcoming Gender Perceptions In a research study testing influence, participants were shown a series of photos of men and women and asked the question, who do you think is more influential? Across the board, without knowing any additional information, majority of the participants picked the men. While this is mainly due to societal stereotypes that […]