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Published: Jun 06 , 2018
Author: Alain Smith

What a great question. And one I was asked recently by a client who was interested in figuring out a metric by which they could measure deals to figure out if they were good or not. I am sure in the past we have all sat back as the ink begins to dry on the contract, and wondered if the deal was a good one, could we have pushed a bit harder, conceded a little less, got a bit more volume or a longer deal, did we really need to piss off the other side quite so much, or could we have pissed them off a bit more without damaging the long term...

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Published: May 04 , 2018
Author: Apostolos Korlos

Finishing a Marathon is a life’s dream for a runner. Thousands of amateur athletes live for the moment of crossing the finishing line of one of the hundreds of marathons organized around the world. The marathon, like any other demanding competition, requires serious and long-term preparation and specialized assistance from experts. Below are some of the most useful tips to finish a marathon and how these can help a negotiator in his work.

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Published: Apr 05 , 2018
Author: Alan Smith

A subject that often comes up is how to deal with situations where we have limited power or where the other side seems to have no interest in negotiating with us. Memorably, one client asked me to give them the precise words or phrases that would make the person on the other side of the table say ‘yes’ to whatever they were proposing. They were asking for the equivalent to a negotiating Jedi mind trick....

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How do you measure success?

What a great question. And one I was asked recently by a client who was interested in figuring out a metric by which they could measure deals to figure out if they were good or not. I am sure in the past we have all sat back as the ink begins to dry on the contract, and wondered if the deal was a good one, could we have pushed a bit harder, conceded a little less, got a bit more volume or a longer deal, did we really need to piss off the other side quite so much, or could we have pissed them off a bit more without damaging the long term...

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