Today’s Post

How to Defend Against “Scope Creep” at the Negotiation Table

By on / Win-Win Negotiations

negotiation myths

The following question was asked of Negotiation Coach and PON faculty member Guhan Subramanian in the February 2014 issue of the Negotiation Briefings newsletter:

Question: I run a small consulting firm that has a services contract with a major multinational corporation. The team we work with has a bad habit of continually adding items to the … Read More 

Deal-Making Negotiation Strategies: Short on Cash? Try Bartering

By on / Dealmaking


In an economic downturn, negotiation opportunities sometimes dry up because parties think they have nothing left to give. During times like these, bartering flourishes. This article will help you decide how and when to include bartering as a component of your negotiations. Here are four guidelines to help you bargain successfully at the negotiation table. … Read More 

In Preparation for Negotiation, Choose the Right Process

By on / Negotiation Skills

preparation for negotiation

In preparation for negotiation, sellers face a choice between negotiating one on one with buyers, holding an auction, or combining elements of both processes. Consider the different paths that Amazon and Apple followed in 2017 when each began scouting locations for a new campus: 

Dangling the prospect of a $5 billion campus and about 50,000 … Read More