This author has yet to write their bio.Meanwhile lets just say that we are proud Bud Hartley contributed a whooping 33 entries.
An old adage, frequently re-shaped in various ways, says, “It’s not what you know, it’s who you know.” In three steps, we’re going to link this to negotiations, to your credibility when negotiating, and to the news. Step 1: One of K&R’s key negotiation tools is the Leverage Cycle™. This cycle starts with patience and […]
Email in-boxes are getting flooded with “Thanks for your business” and “Best wishes for the New Year” emails. While there is a certain mechanical nature to these, if you have a relationship, the sentiment is a reasonable one. So…if you are one of our clients, you have probably already heard from us, but… Thank you […]
In our negotiation sessions, we often get into the discussion of how being so busy saying what you can do it makes you not busy enough saying what your client needs. In an example brought to us for comment, there was a good executive summary (well, not that good, but let’s pretend it was)… on […]
A client made us aware of this “rule” recently, which seemed worth passing on. Why? Because the rules for getting someone’s attention have changed. The rule: Do you have a key message for a client (or for your manager)? Keep the heart of it to 7 lines or less. Because these days, that is how […]
Negotiation and the News is brought to you this week from Cape Town South Africa, where rail travel has ceased. Google (or Bing) “South Africa Rail Strike”, and check out the news. In general two groups of rail employees have struck. First those transporting goods, followed by those transporting passengers. The normal management / union […]
A recent Computerworld article covered a study done by the Harvard Medical School about the value of computerization in US hospitals. The article led with the headline: “Computers don’t save hospitals money”. This is not good news if you’re a seller of Information Technology solutions. First tip: Be prepared1. You can expect to hear about […]
Wikipedia says, “Anosognosia is a condition in which a person who suffers disability seems unaware of or denies the existence of his or her disability. This may include unawareness of quite dramatic impairments, such as blindness or paralysis.” The description could be applied to a negotiator who fails to recognize what everyone else can see […]
Our thanks to those of you who voted in our latest poll, “Which of the following is a Principled Concession™?” For those who need some reading on the definition, see our article here or the full list of our articles about this topic here. Without further delay, our answers: “Why don’t we split the difference?” […]
In September of 2008, we wrote about the concept of “Advance Fee Fraud”, and how sellers fall victim to the tactic from buyers in various forms. A couple of those include promises of future business “if you give me a good deal now”, or “if we do a successful proof of concept”. Sometimes this practice […]
You may recall our October article about T-Mobile’s Sidekick user data loss problem, or may have read some of the 25 or 26 million references available via a search for “T-Mobile data loss”. It is a simple, real-world example of how loss of credibility can hurt your business. T-Mobile’s public statements allow us to make […]
