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You Can Capitalize On Negotiation Results … Through Contrast

When negotiating, do you use the ‘power of contrast’? You can use the ‘power of contrast’ to mentally strengthen your position or weaken that of the other negotiator. The ‘power of contrast’ consists of comparing various outcomes to one another. In a negotiation, it’s used to highlight the best outcome (the one to which you […]

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To Negotiate Successfully Do Not Argue With An Idiot

Have you ever engaged in a negotiation with someone that was so closed-minded and/or antagonistic that she wouldn’t accept anything you said as the truth, even when you directed her to empirical data to prove your point? Such was the case I recently experienced with someone that was abrasive, lacked social skills, and came off

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