Building trust during negotiations is the most important factor in value creation. It is the foundation of good deal making. If the parties don’t trust each other, information sharing will not happen and they will never be able to discover each other interests and convert the conversation to explore transformative possibilities. The tone, small talk […]

Effective negotiators don’t negotiate against themselves. Why would anybody do it? Have you ever negotiated against yourself. We often make such mistakes without knowing or even realizing. Silence is very uncomfortable and we can’t bear it. We talk and make the next offer bidding against ourself. This is a self defeating behavior and we must […]

Why we don’t negotiate. What stops us for asking more? What reasons are we inventing not to negotiate. When you know our honest reasons for not negotiating, then only we can correct or seek solution. It is important for us to know our these bottlenecks for us to solve the ask more challenge. Next time, […]