I’ve seen intelligent folks negotiated out of a great bargain, denied of a critical bank loan, flunk at an IPO road show and even kicked out of their houses by their spouses.

Just for one reason.

They simply can’t meet halfway. The negotiation starts with both parties neither yielding nor accomodating. Each one is simply preoccuppied with getting the most out of the negotiation encounter.

Poor negotiation skills lead to misunderstanding, then suspicion, then ultimately withdrawal. It’s the fastest way to lose not just your shirt - but your associates and friends. (more…)