Monthly Archives: January 2012

Is Negotiation Like Playing Chess?

January 23, 2012

Many people have made the analogy between negotiation and chess. It seems like such an obvious comparison. In chess, as in negotiation, there is a back-and-forth exchange between two sides. Each move made by the other side will affect your next move, but there are generally a number of ways you could respond to...

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A Little More Conversation

January 9, 2012

I am still surprised by the number of people who come to us for negotiation training who fail to grasp even the most basic and obvious concepts of the negotiation process. For instance, one of the most common requests we hear from clients is that they want us to teach them how to convince...

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