When you negotiate, what do you focus on? Do you attempt to enhance your negotiation efforts by focusing more on your perception of perceived value? One of my associates says he’ll always pick up a penny if he sees one laying on the ground. Another associate said he’ll never pick up a …
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Hear What’s Not Said – Body Language/Nonverbal Signals Did you hear what the other negotiator didn’t say? Do you understand the sway nonverbal signals have on a negotiation? Are you able to read body language to understand what it means when you hear yes, but the other negotiator’s body language indicates, …
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Recently I delivered a presentation on negotiation strategies at a conference for a worldwide organization. The hotel in which the organization booked my sleeping arrangements was very nice. I was really impressed by the accommodations and the special treatment I received from the hotel staff. I had a high value perception of the hotel. …
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