Mark Raffan

Every skilled negotiator goes about their craft with a particular style. This is not to infer that they are putting on a persona or facade, but rather that they have…

The negotiations going on between the United States and China here at the outset of 2020 serve as a brilliant example of the power of anchoring in negotiations. President Donald…

By Dana Small, Ms. Category Management When you are in procurement, you’re not just an enemy—you are the enemy to almost everyone involved (or least that’s how it feels). That’s…

No matter the outcome of the negotiations you’re involved in - positive or negative - a vital practice you need to develop is to conduct a post-negotiation assessment. This debrief…

We all believe that we know how to listen, but it’s not true. The truth is that what we call “listening” is only hearing. Hearing is done easily because it’s…

The Waco Branch Davidian siege is one of the most well-known hostage negotiations of all time. Former FBI hostage and crisis negotiator, Gary Noesner, was on the negotiation team at…

For entrepreneurs, the idea of negotiation in business is often absent, or at least put on the back burner for things like hiring staff, finding office space, or hunting down…

By Mike Macchiarelli According to Social Psychologists, the concept of helping others saving face impacts just about every negotiation and bargaining encounter. Below are three effective ways to make our…

In the procurement profession, in the capitalist community where we conduct business every day, the general idea is to be continuously profitable. This mindset often leads to cut-throat deals, harsh…

Often, people think of approaching personal negotiations differently than professional negotiations. Personal negotiations involve emotions based on essential relationships in our lives, which can make it hard to look at…