Executive Summary

Negotiating from the Corner, Second Edition (Executive Summary)

Posted November 21, 2016 | Leadership |
Negotiations

Everyone loves to negotiate from a position of power. It is satisfying, easy, and fun to play the game when you hold all the aces in your hand. It is much more challenging to try and negotiate effectively when you have a disadvantage in power, when the other party is bigger, better funded, and more experienced or has access to information that you cannot obtain. In such circumstances, it is easy to be intimidated by your relative lack of power and give up on trying to meet your objectives in the negotiation, effectively surrendering the little power you still have to the other side. The accompanying Executive Report begins by looking at how power perceptions can affect the outcome. The report then details the factors that affect your actual negotiating power position. It concludes by presenting six principles you can use to exert more influence on the matter and meet your interests more effectively.

About The Author
Moshe Cohen
Moshe Cohen is President of The Negotiating Table, a firm that provides mediation services to people in conflict as well as negotiation and conflict management training. Since founding the firm in 1995, Mr. Cohen has mediated hundreds of disputes in a variety of settings and in a multitude of topic areas, including workplace and employment disputes, discrimination complaints, torts, civil litigation, landlord-tenant evictions, divorce, family,… Read More
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