THE ULTIMATE NEGOTIATION CHALLENGE
Teams compete for the Title by demonstrating their mastery of the skills learned in The Ultimate Negotiator. Take a deeper dive into advanced collaboration.
THE ULTIMATE NEGOTIATION STRATEGY
Negotiation strategies for complex deals including price increases, commercial terms, payment terms, large mission critical deals, and more.
THE ULTIMATE NEGOTIATOR
3 reasons why you should attend. You'll learn to negotiate more profitable deals, turn conflict into collaboration, and make more money! GUARANTEED
Buying a New Car
Ahhh... buying a new car. I've attached a video I recorded some 6 years ago on this very subject. Nothing has changed, except I no longer maintain andrewboughton.com which I reference several times in the [...]
Another Pristine Example of a Verbal Slip
In this video the buyer and seller are negotiating over a restored antique sign. Captured on TV, this example is your typical Hard Bargaining negotiation. It’s a one off transaction that is all about price. There [...]
When “No” means “Yes”
Convicted for killing his parents by bludgeoning them with a baseball bat, Ernie Sherrer's denial of the crime when questioned presents a prime example of an emblematic slip as his head shakes "Yes" when asked [...]
Excellent Examples of the Science of Negotiation
This video has some fantastic examples of deception detection techniques including verbal slips, manipulators, and emblematic slips. I love reality TV, for continually pumping out more and more shows with pristine examples of people negotiating [...]
I Can’t Get No……Satisfaction
Alexander Hamilton lost his life on July 11th, 1804 so that Aaron Burr could get some satisfaction. The famous duel in Weehawken, NJ occurred because of disparaging remarks made by Hamilton at a dinner party. [...]
Questions Put You in Charge
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 [...]
Internal Negotiations: Win, Lose, or Collaborate
Internal negotiations can include: Resource allocation discussions Project management and implementation Labor relations Influencing and persuading Recruitment and promotion Etc. The problem starts with the structure of most corporate firms. Decisions tend to follow a [...]
How to Influence Power in Any Situation
Power is a fundamental aspect of every negotiation. Power determines options. If you have it, you have more options. So how can you change the balance of power? Power is made of of two essential [...]
Anything You Say, Can and Will Be Used Against You
No I’m not arresting you, yet I will absolutely punish you if you forget this rule. In negotiation everything you say delivers information to the other party. The more you say, the more information you [...]
David Matsumoto on ABC – How to spot a Lie
Dr. David Matsumoto appears on ABC's news broadcast discussing micro-expressions. I am a fan.
Tiger Woods Video Analysis
Below are my observations of the Tiger Woods press conference. Overall, Tiger's emotions, non-verbal communication, and words were very much aligned. He was truthful as he represented his feelings at the press conference. I did [...]
Viacom’s attempt to Position vs. Music Industry
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 [...]
Brett Favre – It’s Retirement for Now
Read Brett's statement carefully, he is talking in the past tense when referring to playing with the Vikings. What do you think? As a fan, hopefully he will change his mind as we get closer [...]
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. [...]
Even Phil Ivey has a Tell
Why do people get caught lying? The average person lies 3x in a 10 minute conversation. That’s 1,616,220 lies in a lifetime. True many of those lies are your garden variety little white lies, harmless [...]
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. [...]
Funny Quotes that have Nothing to do with Negotiation
While this has nothing to do with negotiation, it was too funny to pass up. So, reprinted here from the unknown author I give you……. WHY ATHLETES CAN’T HAVE REGULAR JOBS… […]
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 [...]
Case Study: The Music Business – part 2
In a nutshell this is the advice I gave my client in response to yesterday’s post. Start by examining what you know about the circumstance. […]
Case Study: The Music Business
Today I thought it would be interesting to take and dissect a real negotiation to see some of the concepts in action. So here is the setup, I’ve obscured some of the facts to protect [...]
Movement
Movement is a crucial element in every negotiation. Your reactions will undermine your position every time. http://www.youtube.com/watch?v=bYZii5Es8ic
People Lie When they Negotiate
A brief interruption in the “10 Tips” series to pose a question to everybody whose is reading this. People feel compelled to lie during a negotiation. There are many forms of lying including omissions, concealing [...]
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 [...]
HIGH DEPENDENCY
HIGH DEPENDENCY style of negotiation High Dependency negotiations are nothing more than a Collaborative Negotiation where the parties are mutually dependent upon each other. [...]
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 [...]
THE WHEEL OF NEGOTIATION
the WHEEL of negotiation The Wheel of Negotiation is a visual representation demonstrating the relationship of the different negotiating styles across many different [...]
The Dentist
In case you haven't seen this video on YouTube, it is absolutely hysterical. Vox skillfully negotiates the price of a tooth extraction.
CONCESSION TRADING
CONCESSION TRADING style of negotiation EXTERNAL CHARACTERISTICS: The balance of power is much more equal during Concession Trading. The complexity of the deal shifts [...]
HARD BARGAINING
HARD BARGAINING style of negotiation Hard Bargaining is probably the most recognizable type of negotiation. Buying a house, buying a trinket in a foreign [...]
Common Negotiating Tactics
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 [...]
Style is Everything when it comes to Negotiation
STYLE is everything The single most influential determinant in any type of negotiation is YOU! Your behavior (and that of the other party) determines the style of [...]
Ah Christmas
Glengarry glen Xmas This SNL skit on Glengarry Glen Ross is classic and makes me pee my pants every time I watch it. Enjoy!
Cultural Impact on Negotiation
The following excerpt listed below is reprinted here with permission. It is a very interesting article with some absolute gems when it comes to considering the cultural implications in any international dealings. It’s also very [...]