Closing the Deal

7 Tips for Closing the Deal in Negotiations

| | Dealmaking

“ABC: Always Be Closing.” That’s the sales strategy that actor Alec Baldwin’s character Blake shared in the 1992 film Glengarry Glen Ross as he tried to motivate … Read 7 Tips for Closing the Deal in Negotiations

distributive negotiation

What Is Distributive Negotiation?

| | Negotiation Skills

What is distributive negotiation? Distributive negotiation involves haggling over a fixed amount of value—that is, slicing up the pie. In a distributive negotiation, there is likely only … Read What Is Distributive Negotiation?

negotiation team

Negotiation Team Strategy

| | Negotiation Skills

Some negotiations are simple enough to handle on our own, but those deals are increasingly rare in the business world. These days, to thrive in negotiation, you … Read Negotiation Team Strategy

dispute resolution

Negotiation Case Studies: Google’s Approach to Dispute Resolution

| | Dispute Resolution

Here’s a great example on how to avoid litigation by pursuing negotiation with your counterparts. In the face of antitrust charges, Google’s guiding principle for dispute resolution … Read This Post

negotiated agreement

Writing the Negotiated Agreement

| Guhan Subramanian | Dealmaking

Some negotiations end with a negotiated agreement that is a plan of action rather than a signed contract – for example, a plumber agrees to fix … Read Writing the Negotiated Agreement

government negotiations

Government Negotiations: The Brittney Griner Case

| | International Negotiation

In February 2022, Women’s National Basketball Association (WNBA) star Brittney Griner was arrested in Russia, where she plays for a professional basketball team during the WNBA offseason, … Read Government Negotiations: The Brittney Griner Case

value claiming - value conflict

Value Conflict: What It Is and How to Resolve It

| | Conflict Resolution

Some of our most heated negotiations and disputes involve value conflict over our core values, such as our personal moral standards, our religious and political beliefs, and … Read Value Conflict: What It Is and How to Resolve It

bargaining in bad faith

Bargaining in Bad Faith: Dealing with “False Negotiators”

| | Dealing with Difficult People

We tend to forget—at our peril—that not everyone at the bargaining table wants to close a deal and may be bargaining in bad faith. … Read This Post

Sales Negotiation

Sales Negotiation Techniques

| | Business Negotiations

In sales negotiations, making the first offer is often a smart move. The first offer can anchor the discussion that follows and can have a powerful effect … Read Sales Negotiation Techniques

M&A Negotiation Strategy: Missed Opportunities in Musk’s Twitter Deal

| | Business Negotiations

Would Elon Musk buy Twitter or wouldn’t he? In mid-2022, that was the $44 billion dollar question at the heart of a legal battle between the Tesla … Read This Post

negotiation techniques

Negotiation Techniques To Get New Business Partnerships Off on the Right Foot

| | Negotiation Skills

“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are a few of the media’s characterizations of wireless carrier AT&T’s acquisition of media and … Read This Post

noncompete agreements

How to Negotiate Mutually Beneficial Noncompete Agreements

| | Win-Win Negotiations

If you’re looking to get more leverage out of your next job negotiation, the noncompete agreement that may very well be tucked inside your employment contract could … Read This Post