Negotiating Skills Articles and Content

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4 Causes of Negotiation Escalation for Sales Directors

Darren A. Smith

18 Jun at 9:19 am

How Account Managers Can Handle Deals Without Calling in the Boss Sales Directors moan to me a lot about negotiations…

Negotiation Meeting Notes: How to Capture the Deal ?

Darren A. Smith

11 Jun at 11:54 am

Stop Taking Meeting Notes. Start Capturing the Deal. Most people think meeting notes are there to record what happened. That…

Are You Digging with the Assumption Shovel?

Darren A. Smith

July 31, 2025

Digging with the Wrong Shovel: Mastering the ‘Exploration’ Stage of Negotiation Successful negotiation is not about clever haggling, over-the-top head-shaking,…

The word 'why?' written on a wall in red.

Negotiation: The ‘Why Wall’ – To Ask or Not To Ask?

Darren A. Smith

July 14, 2025

Understanding When Probing Price Hikes Helps or Hurts Your Negotiation Position In the world of negotiation, few moments are as…

Three negotiation ghosts on a black background

The Three Negotiation Ghosts & How to Exorcise Them

Darren A. Smith

July 9, 2025

The Three Negotiation Ghosts: One Haunts You, One Stops You, One Fools You Negotiation is often portrayed as a battle…

Business people shaking hands after cultural negotiation

The Culture Tax: How Poor Cultural Negotiation Is Costing You

Farah Yasser Salama

July 8, 2025

You can have the best product, the smartest team, and a clear business plan. But if you don’t understand the culture…

Haggling vs. Negotiating: Play the Adult’s Game

Darren A. Smith

June 20, 2025

Are you playing ‘the kid’s game’ when it comes to negotiation? The nuances between haggling and negotiating are crucial. If…

Two businessman shaking hand after the completion of Successful Negotiations

BATNA: Negotiation Skills Essential

Ailish O'Rourke-Henriette

February 6, 2024

Your Best Alternative To a Negotiated Agreement Everyone in business, regardless of their industry, needs to have effective negotiation skills.…

Pastel colored ice cream scoops on white plate

Negotiation Styles: A Guide For Corporate Leaders To Negotiate

Dinah Halpert

November 14, 2023

Why Negotiation Styles Matter Every leader faces times when the key to business success is their negotiation skills. Yet, many…

Wooden block calendar with date 7 march beside green plant on the pink background

Stephen Covey’s 7 Habits Revisited

Ailish O'Rourke-Henriette

July 9, 2023

Creating a Better Understanding of Stephen Covey’s 7 Habits for Today’s Workplace Today, we will look at a revisited version…

Hands of employee and manager putting together a puzzle piece representing strategic negotiation

Strategic Negotiation Mastery: Unlocking Success in Work

Farah Yasser Salama

July 7, 2023

Wielding Tactical Bargaining in the Business Arena In the fast-paced realm of business and work, where opportunities and challenges abound,…

Female and male negotiators during a Negotiation

Principled Negotiation – It’s About Shared Interests

Charles Smith

May 25, 2023

The Relationship Matters as Much as the Transaction Principled negotiation happens when people on both sides of the table have…

Negotiating Skills Articles and Content

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