Mark Raffan

"Why in the world would you plan what you will give away before you go into a negotiation? Surely you shouldn't be planning to give away anything or very little.…

Should you make the first offer or should you let the other party make the first offer? There are two schools of thought here. The first says that you should…

Very quickly, how do you respond to an anchor? Easy answer - ignore it. I know it sounds like a cop out answer, but honestly, it's the only way to…

What is it that you want out of your negotiation? More importantly, what do you need? And please don't say, "I want a good deal." or "To make money." Holy…

We negotiate in everything we do. From trying to get the dog to go pee outside to negotiating with your kids at bedtime to hiring/firing and making deals at work.…

Dealing with difficult people is so, well, difficult! They never listen to logic. They only ever care about their agenda. They're always trying to circumvent process. It's so frustrating! Why…

It goes by many names, but being nibbled on as a sales person sucks. Being so close to the end of a deal and then having to give something additional…

"Mark, you teach the preparation of development of strategy and efficient process in negotiations, but then in the same class you talk about tactical negotiation warfare and learning how to…

When I started this blog, I swore I would never do a list style post. And yet, here we are. But if you'll forgive me, I think this type of…

Forgive me for the inflammatory title, but I wanted to get your attention. The truth is, they're every bit as good as men, but many of them don't believe that…