Negotiation is an exercise in communication. All behaviors in negotiation send a message. Everything we do, or don’t do, influences the Other Party.
Is it true that to ‘win’ in a negotiation you must be in control? Does business require strong leadership?
While most negotiators think they are good at catching deception, the fact is most of us are not. Studies show our hunches about the other party lying
Many studies suggest that our voices are one of the best indicators of success in life. Those listening to us are affected not just by the words we say (the Content), but more importantly by how we say them (the Process).
A second five-year marketing agreement between a large producer of a commodity and a major trading house was at risk of being terminated.
