Five Fundamental Skills for Effective Negotiation: Time Management

Any negotiation starts before you actually sit down with the other side. The Information Gathering and Strategic Thinking skills are obviously necessary prior to talking with your opponent. The third skill, Time Management, is an extension of this concept. You need to understand this key constraint and plan for the effects it [...]

Happy Thanksgiving!

From my family to yours, I hope you have a very enjoyable Thanksgiving holiday!

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Five Fundamental Skills for Effective Negotiation: Strategic Thinking

After completing Information Gathering, the next logical step is deciding how to use the information that you’ve compiled. This is called strategy - and it’s a skill that some folks just do not have.
Some believe that this is just a matter of learning how to play chess. To a degree, this is correct. [...]

Five Fundamental Skills for Effective Negotiation: Information Gathering

As promised from last week, this is the first of five fundamental skills for effective negotiation.  These skills aren’t rocket science, nor are they really much more than common sense.  But they are oft forgotten when someone starts (or finds themselves in the middle of) a negotiation.  These skills are presented in the order in [...]

Switching to WordPress

Well… I switched to WordPress. Things are bound to be broken for a little while. My humble apologies. I’m working as quickly as possible to fix it all.  If you know WP and can help me get the italicized words below out from every post, but include them in the RSS feed, [...]

Five Fundamental Skills for Effective Negotiation

About a year ago, I was honored to participate in research that revealed the five fundamental skills for effective negotiation. These five skills, none of which are really negotiation skills, but rather foundational building blocks upon which negotiation abilities are built, are not rocket science. In fact, the five fundamentals are really no-brainers [...]

Wisconsin Lawyer Magazine Review

Hello Wisconsin!
(Sorry, I couldn’t resist… I’m a fan of That 70’s Show… please forgive my indulgence.)
After publication delays and the normal ups and downs of the average legal community, Wisconsin Lawyer Magazine released its review of the Software Licensing Handbook. Check it out… not bad, in my humble opinion.
The print version of the magazine, [...]

PDFs [Halloween Special Guest Blog by Stephen Guth]

I have a lot of “pet peeves” when it comes to negotiating a supplier’s contract-like when they don’t want to make indemnification mutual or they give me a hard time about carving out infringement from the limitation of liability. What that says to me is that I’m not a valued customer and I’m dealing [...]

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