Monthly Archives: September 2010

Sell What You’ve Got

I was listening to the owner of numerous successful businesses as he discussed marketing strategies, and he said, “Make sure you sell what you’ve got.  If you’ve got grey hair (or no hair at all), sell your experience.  If you’re … Continue reading

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Problem Solving Technique: Create a Pleasant Environment

There are lots of simple yet highly effective ways to diffuse conflict before it even occurs.  Here’s a great one: a divorce mediator I know of bakes cookies and brings them to her mediation sessions.  As she puts it, “It’s kind of hard … Continue reading

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When Everything is Negotiable

A friend of mine was laughing at how his father negotiates the price of practically everything.  Recently, they had gone to a hardware store, where my friend watched in bemused horror as a negotiation commenced over the price of a … Continue reading

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Your Most Important Bargaining Chip

Often, the most important bargaining chip you hold in a negotiation is the willingness to walk away.  To simply say “No thanks” and leave, either to look for a better deal elsewhere, or to simply do without (at least for the time being). … Continue reading

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How to Lose Hundreds of Dollars In Under a Minute (Without Going to a Casino)

A mechanic once told me that a customer had recently come to his shop and said, “My car is making a weird clicking sound.  I don’t care what you do to fix it, just don’t charge me more than $300.  If … Continue reading

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Why You Shouldn’t Fall In Love With Your Own Ideas

One of the most common mistakes people make when negotiating is also one of the most debilitating, and that’s when they become emotionally invested.  You know who I’m referring to: the homebuyers who can’t imagine living anywhere but that house … Continue reading

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The Ground Floor

Around 1993 or 1994, you could have picked up the phone, dialed information, and gotten the number of a law office in Illinois.  You could have called this office and asked to speak with one of their young associates.  And … Continue reading

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