Stalling for Time is the riveting memoir of Gary Noesner, the first chief of the FBI Crisis Negotiation Unit. Hostage negotiation was a budding discipline when Noesner was starting his career…
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When’s the last time you had a really great conversation with a customer or a supplier and learned something about them. You may have answered, “Never.” But if you have…
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Do yourself a favor, check your ego at the door before you walk into your next negotiation. Two weeks ago I delivered a negotiation program to a group in my…
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"You've got to know when to hold 'em Know when to fold 'em Know when to walk away And know when to run" The chorus to Kenny Rogers' song, "The…
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"We have to move forward with this decision,.....we've already spent the money!" The escalation of commitment (or the related sunk-cost fallacy) is when we behave completely irrationally and continue to…
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"I knew I was right! That explains everything exactly as I has suspected!" Confirmation bias is the inclination to look for and remember selective information that confirms or supports our…
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Folks, forgive me a little time in the sunshine. On Friday, I was announced as a "Pro to Know" by Supply & Demand Chain Executive Magazine. This was massive news…
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Silence may very well be one of the most powerful skills you can develop in negotiation. It may also be one of the most awkward skills to to learn. Ever…
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It's funny that sometimes the things that makes some of us most successful can also be our greatest undoing. I just finished a fantastic book called, Entrepreneurial Negotiation. The authors…
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So what happens once secure your first sales meeting with procurement? As with public speaking, so it is with meeting with a procurement person, REMEMBER YOUR AUDIENCE! Understand and speak to their…
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