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Ed Makowski, Oldcastle Precast, Inc.
"The was by far the best workshop I have ever attended"
Jeff Gould, International Rectifier, Inc.
"It was the most valuable workshop I have ever been through in my career"
Jennifer Reese, Verizon
"I personally think Andy is one of the best facilitators I have ever had the pleasure of working with"
Rick Kolpa, Prologis, Inc.
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Rick Smith, Petco
"The skills are invaluable and the content, method and intensity of the training were fantastic"
Mark Hawthorne, Safeway
"Day 1 back in the office and I find myself listening and looking for cues that will help me read the situation better."
Randy Peitsch, Sports Authority
"Really learned how to read people better & to be more direct in my communication."
Jennifer Jensen, Mattel, Inc.
"I learned so many things in this workshop"
Tag Archives: commercial negotiation
One of the most important elements of a robust negotiation strategy is your question strategy. Questions put you in charge during a negotiation. Questions accomplish the following: Establish baseline responses Allow you to direct the issues discussed Apply pressure to … Continue reading
February 12th Philippe Dauman, Viacmon’s president and CEO, issued the following statment: As we go forward, we are continuing to focus more on software than hardware, looking to reduce the cost structure associated with Rock Band, being selective in the … Continue reading
In Kissinger’s book, Ending the Vietnam War : A History of America’s Involvement in and Extrication from the Vietnam War, he recounts the following observation. The American delegation made arrangements to occupy 3 floors in a prominent hotel in Paris. … Continue reading
High Dependency negotiations are nothing more than a Collaborative Negotiation where the parties are mutually dependent upon each other. The consequences of deadlock are often substantial. Typical situations falling into this category are joint ventures, partnerships, union negotiations, strategic alliances, … Continue reading
The Wheel of Negotiation is a visual representation demonstrating the relationship of the different negotiating styles across many different characteristics. The right-hand side of the Wheel captures the distributive negotiations while the left-hand side illustrates the integrative or collaborative … Continue reading
Here is a list of 25 common tactics I’ve encountered and even used over my career. I absolutely love to hear stories about tactics, so if you have a good story about a tactic that was used on … Continue reading
The single most influential determinant in any type of negotiation is YOU! Your behavior (and that of the other party) determines the style of negotiation. The law of reciprocity dictates as you become aggressive the other party is more likely … Continue reading