Negotiating price? Don’t play nice.

Interesting study in HBR. I would like to see how aggressive face to face negotiations would compare. I also believe that the approach to negotiating an agreement with a long term business partner requires more of a relationship building approach than a negotiation for a one-time transaction. https://lnkd.in/eQxTVJC

An interesting read following my internal workshop on negotiation skills with Mike Bryett. My take is that it's not about being nice or tough, it’s about communicating well, understanding what the other party wants, and reaching an agreeable outcome that satisfies both parties. #negotiation #skills #ghd #engineering

Amen! Know your worth and don't be afraid to ask for it!

People tend to believe niceness will buy them better deals. But when put to the test, this prediction turns out to be wrong. https://lnkd.in/ef8pgTy @HarvardBiz

Negotiation strategy of firm professionalism and “anchoring.”

An interesting study... personally, I believe that different styles of negotiation can be applied to different relationships. I have experienced the gamut from each side of the table but can’t say I ever gave more to those who were not nice. Of course, negotiating exclusively for price (versus performance, share or value) can be problematic, too.

"Our findings highlight the clear economic costs of being 'warm and friendly' ... Negotiators should incur those costs knowingly and intentionally, instead of holding onto the assumption that being easygoing will lead others to return the favour." https://lnkd.in/ei8ftFb #negotiation #management