In your negotiations, are you letting the other side think that they won?
Tag: win-win
In your negotiations, are you letting the other side think that they won?
By playing dead, the opossum gave Larry a win. But, and here’s the key, it was a win that cost the opossum nothing.
Ride along with Mark as he fills you in on why preparation and practice makes or breaks negotiation performance.
It was late December. I was sitting across the table from the hospital CEO. We were in the midst of negotiating a deal involving my client, a large physician group, and his facility. And then, he made a major negotiating blunder, giving up on a deal point clearly in my client’s favor, in fact, a […]