Team Negotiations: Why You Must Build Agreements Internally and Externally

Each of us has had to negotiate as part of a team before, even if we didn’t think in terms of negotiations at the time. This could be a matter of a husband and wife negotiating with an external party such as a neighborhood association, or perhaps three siblings working together to reach an agreement […]

When the lack (or presence) of a valid System of Negotiation comes full circle (Part 4)

3) A sale is a voluntary exchange that requires, and is based on, an agreement that is voluntarily reached An often unseen reality One of the most challenging lessons that we human beings need to live but often don’t is to respect, value, feel completely safe, comfortable and at peace with the freedom of others […]

When the lack (or presence) of a valid System of Negotiation comes full circle (Part 3)

2) The exchange of money, and the real/perceived conflict of motives. Any person who writes about being careful about the impact of money in influencing our decisions runs the risk of sounding “preachy”. However, after each scandal, we collectively wring out hands and enact legislation to make the unrestrained pursuit of profit difficult. Humanity seems […]

When the lack (or presence) of a valid System of Negotiation comes full circle (Part 2)

7 things to keep in mind when thinking about sales 1) A sale often occurs between people who up to that point were strangers to each other One of the dogmas in the world of sales is that it occurs (or according to some versions, it occurs best) within the context of a relationship. The […]

When the lack (or presence) of a valid System of Negotiation comes full circle (Part 1)

Let me start this series by describing the chain of events that led me to write it. Most of the specific events happened over the past 72 hours. Of course the foundation and deepest influence of everything is what I have learnt, and now coach, at CNI. 1) The first influence was a piece blog […]

Negotiating with real or phantom adversaries?

In many negotiation situations, we humans act on the basis of what can best be described as an intuitive sense regarding who wields decision making rights in a group setting. After identifying such people, we often initiate the negotiation with that person through an intermediary. This implies that we identify those (we believe) wield influence […]

Negotiation and Cold Calling: What is your organization up to? (Conclusion)

The link between individual and team effort When I started this piece, I deliberately did not plunge into a description of the difficulties and challenges encountered on a call. These are important – and I daresay most people will readily admit to the existence of those difficulties and challenges. I also suspect that many will […]

Negotiation and Cold Calling – What is your organization up to? (Part 13)

22) You agree to a follow up call or secure a face to face meeting without negotiating an agenda In the previous post I wrote for this series, I concluded with the point that your adversary asking for a presentation can actually be a problem that you encounter or cause. To conclude it is an […]

The danger of WE in negotiation

A rule of the Camp system is to never make assumptions. Actually, it instructs us to almost never make assumptions. When creating a checklist Camp negotiators will make some assumptions about baggage that our adversary has with us, so that we raise it when appropriate and find out if it is indeed a problem and […]

Negotiation and Cold Calling – What is your organization up to? (Part 12)

19) What is the next decision you seek? A characteristic feature of the way untrained negotiators speak is to think in terms of a favorable outcome or event. How many times have you heard these or similar things? “I want to get that job” “I want at least a 20% hike on my current salary” […]