Welcome to our Negotiate Smart™ Blog
May 27, 2022
Culturally, Americans have always under-appreciated negotiating tactics – because we always thought that we didn’t need them. If we didn’t like K-Mart, we went to
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Who are the Best Negotiators?
October 3, 2018
Who ARE the best negotiators? Is there one decisive, objective answer? Every negotiator will have a different answer, depending on their personality, experience, and beliefs.
Your Intention Drives Your Negotiation
August 8, 2018
Besides preparation and understanding true costs, what is the most important key to getting the best deal possible? Besides understanding the underlying drivers and the
Why Some People Improve and Others Don’t
March 30, 2018
Sometimes we step on the scale, only to find that we do not like what it tells us, so we do the only logical thing
Intuition When Negotiating
March 1, 2018
Why is our intuition important when negotiating? Intuition seems like magic – you know something, without consciously knowing why you know it. Some refer to
How to Deliver Bad News
February 16, 2018
It’s an unpleasant, but inevitable, part of life and negotiating; sometimes you just have to deliver bad news. Perhaps you have to let your supplier
Flexibility When Negotiating
January 9, 2018
In this blog, we’ve discussed many different negotiating strategies (MESO, Hardball, Framing, and even when you shouldn’t negotiate.). But you can’t use all of them
Help Your Counterpart Declare a Victory, Too
December 14, 2017
You have all the leverage…and your counterpart knows it. You also have a relationship with them that you not only want to keep, but to
Win-Win Isn’t Always the Way to Go
November 30, 2017
Nothing annoys me more in a negotiation than someone who overuses “partner” and “win-win” in the first five minutes. Once I stop myself from rolling
Make Better Deals and Convince Your Kids to Eat Vegetables
October 11, 2017
How do you get the kids to eat vegetables? If your answer was “forceful throat stuffing,” you’ve come to the wrong place. However, if your answer
The 4-Step Negotiation Process Professional Negotiators Use to Seal the Deal
September 23, 2017
When we employ negotiation tactics, we often come to the frustrating realization that other people are equally as complex, motivated, and human as we are.
Why Isn’t Your Counterpart Talking?
June 18, 2017
The “flavor of the decade” in the world of negotiation style research and training is to build rapport. It’s often the answer to every negotiation
Create a Team “On Fire” About Negotiating!
March 14, 2017
I have a client that is enthusiastic by nature. A new travel mug inspires a happy dance from him. Lucky for his team, this translates
Do you open assertively enough in your negotiations?
March 1, 2017
Do you wonder if you are a decent negotiator or if you are not? How can you tell? Look at the outcomes of the person
TEDx Talk – Women & Negotiating
January 16, 2017
Fascinating TEDx Talk debunking the widely held beliefs that women are not good negotiators.
Underhanded Negotiators
January 3, 2017
How to Handle Dishonesty Across the Table From time to time, we all come across dishonest negotiators, and it is never a pleasant experience. I
The Reflective Negotiator Wins Every Time!
November 22, 2016
You prepare for days for an upcoming negotiation. You size up your counterpart six ways ‘til Sunday, you crunch the numbers, and you walk in
Does food at the negotiating table affect the outcome?
November 18, 2016
The friendly, “let’s have a bite to eat and chat” negotiation days are, for the most part, sadly over. Unless you are negotiating in the
When is it better NOT to negotiate?
November 18, 2016
My mother’s idea of fun was negotiating with the Fuller Brush man (Generation X, Google it) or the gas station attendant. Even if she only
The Power of Framing
November 17, 2016
Person A: “There is a 25% chance we won’t meet the volume expectations this year”. Person B: “There is a 75% chance we will meet
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March 17, 2016
“They figured out how to make the course fun, and informative. The days flew by. The debrief of the role-plays were the highlight for me.
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March 17, 2016
“I was surprised by how much I learned from this course. I consider myself a seasoned negotiator. The instructor confirmed what I knew, and also
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March 17, 2016
“I feel this is one of the best workshops my company has had. It was relevant to my job and it will be very helpful
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March 17, 2016
“Your negotiation training session was phenomenal. We are continuing to develop the negotiation skills you taught. We meet regularly to debrief as you suggested and
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March 17, 2016
“The instructor spent a lot of time understanding our company and customized her approach and training to our needs. Her attention to detail was much
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March 17, 2016
“Ruth’s workshop had a tremendous impact on my next sale. I used many of the strategies she taught, and was able to turn a 250K sale
Welcome to our Negotiate Smart™ Blog
January 1, 2016
Culturally, Americans have always under-appreciated negotiating tactics – because we always thought that we didn’t need them. If we didn’t like K-Mart, we went to