How to Negotiate in a Virtual World
With the world in quarantine, businesses shutting their doors, and workers doing their jobs from home...how can we move business forward? How can we continue to thrive and even grow? As I speak with CEOs around the country, they tell me there are still important deals...
Failing to Set Targets with High Aspirations
Failing to Set Targets with High Aspirations By Joe Hernandez, CEO Lionshare Negotiations Research shows that negotiators that set targets with high aspirations have better outcomes. However, many negotiators don't set their targets high enough. In fact, many don't...
The Ten Strongest Sources of Negotiation Power
The Ten Strongest Sources of Negotiation Power By Joe Hernandez One of the biggest challenges for us as negotiators is when we believe the other side has more power and leverage. This makes us feel disadvantaged. If we feel like we are at a disadvantage, then we are...
Who Should Make the First Offer?
Most of us have experienced the discomfort of the first few minutes of negotiation. We exchange pleasantries, then struggle with what to say next. Most of us have been taught that the first one who speaks in a negotiation loses. There are notions that if...
Negotiation Tip: KNOW HOW TO DETERMINE YOUR POWER AND LEVERAGE
Many of us go to the negotiation table feeling at somewhat of a disadvantage. We feel like the other side has all the power and leverage and we have very little. Shifting power from the other side to you is a skill that great negotiators have mastered. How can you...
Power Shift Negotiating
During a recent workshop I conducted, one of the participants told me about a struggle he was having with a very important deal. He was trying to get a large contract with a Fortune 500 account. While he had been working for months to establish his firm as...
Don’t Negotiate Before the Selling is Done
Contrary to popular belief, selling and negotiating are two distinct disciplines, yet so many people consider them to be one and the same. Let me explain why I believe the two are different, and why it is so important not to negotiate until the selling is...
The Difference Between Great Leaders and the Rest
I have been a student of great leadership for my entire 30-year career, but for the last 12 years I have been trying to understand why some leaders are extremely successful and others not. My quest to find the answer began by trying to...
If You Make a Concession – Always ask for Something in Return
I can’t tell you how many times I see negotiators making concessions without asking for anything in return. There is a psychological phenomenon known as reciprocity. When you give someone something they need or want, they are more likely to...