Tag Archives: negotiation training

Darvin Moon Trips Up Phil Ivey Part 2

Darvin Moon finished 2nd in the 2009 World Series of Poker, winning $5.18 million.  Although Darvin is an amateur, many times he demonstrated an uncanny ability to make the right call at the right time.  Sometimes he was just plain … Continue reading

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John Edwards – another Politician that Lies

Humintell posted video clips of the John Edwards interview on ABC when he first denied the rumors of his affair and secondly denied fathering a child. Here are my comments on the John Edwards video. Which I’ve reproduced below. I … Continue reading

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Negotiating in China

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

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How to Negotiate Your Salary

Salary negotiations are a bit of an enigma.  They have all of the elements of a Hard Bargaining situation: Limited variables Price is the main focal point (Salary) There are usually multiple applicants vying for the same position Yet a salary … Continue reading

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Price is Always Distributive!

You can’t have a collaboration over price.  Price is always win-lose.  What you gain the other party loses (or pays) and vice versa.  There is no way to grow the proverbial pie when it comes to price.  Unfortunately as luck … Continue reading

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The Wheel of Negotiation

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

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Style is Everything when it comes to Negotiation

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

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