All posts in the ‘ Negotiation Strategy ’ Category

You’ve come to That Place in a negotiation.

Your client won’t sign off on the final product if you don’t retroactively assign him the rights to the work and you won’t do that because a large portion of the project is stuff you use with three other clients.  And this is after you’ve given this guy a huge discount and rearranged other projects to meet … Read More

There is a post a brewing.  And I think it is a right good one, if I do say so myself.

But as I was writing it I realized, I’m making a lot of assumptions.  I’m assuming you’ve read this entire blog and that you’ve read it recently.  Which is one of those ass-u-me thoughts.

So!  I’ve collected a few posts, in a particular order, … Read More

As promised, we’re getting back into the groove of a more regular schedule around these parts.  “More regular” means a couple things: (1) less than a month will separate posts and (2) between now and the end of the year, you can expect a minimum of five brand spanking new WMFH posts.

Tell your friends, family & fellow artists in arms: The Blog, she is … Read More

Interest based negotiation sounds all slick and cool when you only have a couple interests to track.

But what about if you’re a normal person and you have, on average, about two dozen interests competing for your attention in any given moment?

How do you figure out which interests to pay attention to when you’re negotiating? And how can you tell if you’re letting irrelevant … Read More

Ladies and Gentlemen, I don’t want to alarm you, but:

Perhaps one of the most useful phrases I’ve ever learned is “Yes, and….”

It’s a pretty simple little phrase, and not exactly revolutionary.  I’d probably said it a thousand times before I was taught it.

Because it’s not just the phrase, “yes, and…”, it’s when you use it.

You use it when your negotiation counterpart has just said something you KNOW is ill-informed and if … Read More

I want you to think of the most annoying person you’ve ever had to negotiate with.

Now think of the absolute best person you’ve ever negotiated with; your favorite negotiating partner.

Why were you negotiating with them?

No, not what were you negotiating about.  Why were you negotiating with that particular person?

You’re not alone if your answer is, “Because that’s who I was told … Read More

OK, Hot Shot.  You’ve been doing this negotiation thing for a while now and you’re feeling pretty darn good about it.

You know what your long term goals are and you know how each and every job you consider would help you work toward those goals.

You know what your BATNA is in every negotiation you have, and because you’re so good, you know your … Read More