Category Archives: Uncategorized

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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The First Face a Baby Sees

A former colleague (and skilled family therapist) once told me that when a parent looks at his/her baby for the very first time, it greets the newborn with one of two expressions. Either, the newborn sees a face that says, … Continue reading

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Remember Who You’re Dealing With

At the very first mediation training I ever attended, the instructor posed a question to the class.  He said, “What do you think is the first question I ask when I sit down to mediate a case?” Keep in mind: … Continue reading

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