The Book 71 Members of Congress are Reading

The Book 71 Members of Congress are Reading

The Book 71 Members of Congress are Reading In this era where politics seems to break the mold and top political pundits are having trouble predicting outcomes, many are looking for books that provide greater insight into the mindset of our country’s...
Don’t Cut to the Chase

Don’t Cut to the Chase

Don’t Cut to the Chase — Prepare for Your Negotiations A small business owner with a huge potential opportunity in a negotiation with a large company contacted me recently and asked how to respond to the company’s request that he make them an offer. He told me...
Know When to Stop Pushing and Sign The Deal

Know When to Stop Pushing and Sign The Deal

“When should we just stop asking for more and sign the deal?” I usually answer by noting that, at the end of the day, you must evaluate whether the value on the table is better or worse than your best alternative — your Plan B. If it’s better than Plan B, sign the...
What Is Leverage? 10 Rules for Using it Well

What Is Leverage? 10 Rules for Using it Well

What Is Leverage? 10 Rules for Using it Well What is Leverage? What most consider to be negotiation power — leverage — actually relates to two factors: how much each party needs that deal relative to the other, and the relative value of each party’s best alternative...