Hardball Negotiations: Is their stonewall made of brick... or bluster?
When someone is stonewalling you in a negotiation, it's easy to feel powerless. But the real question is, do they really have the upper hand, or are they just posturing in the hopes that you'll blink first? Let's dig in with examples from my recent CLE on hardball tactics.
Understand gender and cultural differences in negotiating
After a recent negotiation seminar, an attorney asked a great question: “Are there any observations for women negotiators, or negotiators from other countries?” Yep, there are patterns in the negotiation styles of people of different genders or cultural backgrounds, and understanding these patterns can make you a more thoughtful, deliberate negotiator.
