“You can observe a lot by watching.”

Yogi Berra

If Yogi were writing this he’d most likely say, “You can hear a lot by listening”.

In negotiation, listening is a crucial but often overlooked step. And that’s a big mistake. I promote a negotiation methodology that is heavy on preparation, with a special eye for expanding the relationship. It’s about people…

“…Let me assert my firm belief, that the only thing we have to fear – is fear itself…”

F.D.R., 1933

Truer words were never spoken. Fear keeps us from achieving great results.

Business negotiation is a tool to improve profitability and relationships at the same time. But most of us avoid negotiation entirely. Why? Research indicates it’s usually based on 3 deep-seated…

“I spent the best years of my life in useless business meetings…” Go ahead, admit it, there are times when you feel that way. I know I do.

In business communication, meetings are a real paradox. On one hand they are forums to galvanize the team, function collectively and act as one. On the other, they’re wasteful, time consuming and frustrating. Think about it:…

It’s a fact: 70% of people prefer to avoid negotiation entirely. Just wish it would go away. It’s either a fear of losing, fear of embarrassment or fear of “overstepping” that drives this avoidance. Because somewhere buried deep inside us is a voice that says “don’t lose”, “don’t mess it up” or “don’t ask — you might offend”. “Pound me once shame on you, pound me twice shame on me”. So we avoid.

Negotiation at its best is a wonderful tool to improve the bottom line…