In simplest terms, negotiation is when two or more parties with competing interests engage in discussions with the goal of reaching an agreement. Negotiations occur in both formal and informal settings and are more frequent than most people realize. During a negotiation, individuals try to satisfy their interests or the interests of the organization they [...]
Early in my career I was inept in formal negotiation situations. I made my share of mistakes and tried to learn from them. I had the good fortune to work with several experts who taught me the basics and offered great advice and guidance. While I gained practical experience, I also did extensive research and [...]
The excerpts to follow are from a book on negotiation currently in development.
The objective of the book is to provide an overview of negotiation with insight into five critical factors and a methodology to help readers become more effective in future negotiation situations.
This book is not yet titled.
Table of Contents [...]
According to many psychology experts, the average person is subjected to hundreds of influence attempts every day. Influence attempts are present in advertisements, selling and buying situations, disagreements, debates, discussions, or any form of everyday negotiation. Interacting with people involves influence so often that we may not even notice it. Although it is an important skill, many people are unaware of exactly how influence works and are less effective trying to persuade others as a result.
What do you think is more important - wisdom or intelligence? I know a great many intelligent people, most of whom are quite successful. They can discuss complex topics and demonstrate depth of knowledge on a variety of topics. In a serious debate they construct cogent arguments and cite facts and statistics fluidly. Some of [...]
The human brain is amazing. We each have approximately 100 billion brain cells, or 'neurons' and those neurons interact with each other through synapses. Synapses are what create our thoughts. The potential exists for over one quadrillion connections between neurons in a typical brain which means we have an almost infinite ability for thoughts and [...]
Over the past 12 years I have worked with many people to help them conquer their fear of public speaking. These people were all different. They were managers, programmers, accountants, and administrative professionals. Every one had a story to tell about why they got so nervous when speaking in public. And every story was different. [...]
The ability to communicate effectively is one of the most essential skills in business, and in life in general. And, although communication methods have evolved and we have all sorts of technical tools to help us, there are still times when communication ‘gaps’ occur. So, even with email, voice mail, texting, and video chat, our messages don’t always get across as intended. Why is that? ...
