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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 interests of your counterpart? Besides developing a rapport, and trust? Even more than all of -
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 my eyes at them, I ask them to define those terms. What do you mean -
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 – step on the scale again. In your closed, windowless bathroom, maybe there was a -
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 challenge that a negotiation consultant is asked. Why is rapport so essential? The reasoning looks like -
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. When I am asked that question, there are three negotiation role models that come to -
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 got 10 gallons of gas, and not the 18 required to earn the drinking glass, -
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 Wal-Mart and K-Mart got the message without a word being spoken. We have been so -
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 will discuss potential signs that your counter-part in the negotiation process is being deceptive and -
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 full of confidence, and then … you walk out with your tail between your legs. -
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 the volume expectations this year”. The way we frame a data can have a huge
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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. Perhaps you discover this truth most often during spousal bickering. Maybe your boss shakes his -
Fascinating TEDx Talk debunking the widely held beliefs that women are not good negotiators.
Castle Negotiations Consulting Group
Negotiate Smart™ to Get the Big Win