People Skills:

Influencing People

Effective Negotiation

How To Negotiate Efficiently and Reach a Wise Agreement





 "Most people I ask little from. I try to give them much, and expect nothing in return and I do very well in the bargain." ~ Francois Fenelon



Effective Negotiations Getting To Yes Conflict Resolution Building Relationships


Getting To Yes

  • Be hard on the deal, soft on the people... More



Effective Negotiation

Negotiation is the process of communicating back and forth for the purpose of resolving conflicting interests, coming to a joint decision, reaching an agreement that satisfies interests of each side to the extent possible, or closing a business deal. Negotiation also refers to resolving matters of dispute or bargaining on some product.

Synergistic Selling: 3 Components

Effective negotiation both creates the best-possible win-win solution in an efficient way and strengthens relationships between the negotiators.

Great Negotiators

"If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing." ~ Harri Holkeri

Great negotiators build strong, durable, win-win relationships because they have an obligation to help their counterparts in negotiations come out winners. They choose the best attitude for a successful negotiation that results in long-term rewarded collaboration.

For example, if you are in sales, every friendly trust-building negotiation that left the other person feeling that he or she won provides you with the opportunity to work with the customer and the customerís referrals over a long period of time.

To be a great negotiator, donít look at those you negotiate with as opponents, approach them as counterparts to cultivate a win-win mindset and feel a personal obligation to create success for both sides... More

Wise Agreement vs. Fair Agreement

Being fair is not enough if you wish to reach a wise agreement. You must look beyond the obvious and focus on satisfying underlying needs of each side to the fullest.

A well known story about sharing an orange illustrates this principle. Two people have only one orange but both want it. Initially, they decide that the best they can do is split the orange in two halves. To be sure that itís fair, they decide that one will cut and the other will choose. As they discuss their underlying needs in the negotiation, however, they find out one wants the orange to make juice and the other needs it for the rind because he wants to bake a cake. Thus they have found the way to satisfy the needs of each side to the extend possible.

Separate the People from the Problem

Egos and emotions should not be entangled with the objective merits of the problem and, thus, impede negotiations. Before working on the substantive problem, disentangle the people problem from it and deal with it separately.

Solving People Problems

The participants should come to see themselves as working side by side attacking the problem, not each other... More




Your People Skills

Negotiation Advices and Tips

Wise Negotiation DOs and DON'Ts

Principled Negotiation

Separate the People from the Problem

Conduct During Negotiations

Five Bargaining Tips

How To Sell Your Ideas To Decision Makers

Negotiating Transfer of Technology

Building Business Partnerships

Model Agreements


  1. Getting to Yes, by Roger Fisher, William Urey, Bruce Patton, Harvard Negotiation Project

  2. Secrets of Power Negotiating, Roger Dawson

Winning Customers

The Art of Selling

Selling Is Problem Solving

Selling with NLP: 8 Steps of Active Listening

Endgame to Selling

Closing the Sale

Great Problem Solver

Problem Solving

Selling Is Problem Solving

4 Types of Problems

4 Levels of Problem Solving

Solving People Problems

Effective Problem Solving in Business

Strategic Problem Solving

Creative Problem Solving

6-Step CPS Process

Lateral Thinking

Questions for Creative Business Problem Solving