Wednesday, April 16, 2014
Inquirer Daily News

Web Wealth: Being a good negotiator

Being a good negotiator gives you an advantage in personal and business matters. These Web sites give advice on how to mind body language, and why bring a checkbook to the negotiating table.

The boss. The introduction to one of these podcasts on how to negotiate with the boss says, "Whether it's getting a raise or a new assignment, or a simple request for more office supplies, asking a boss for anything can be nerve-wracking." The question-and-answer sessions are with Kevin Corley, a management professor at Arizona State University. He covers such subjects as doing "an end run" around the boss - without committing "a political faux pas." You can listen, or read the transcripts.

http://knowledge.wpcarey.asu.edu/article.cfm?articleid=1518

The liar. This Boston Globe piece by Rob Weisman points out the distinct possibility that you're negotiating with a liar. "Watch for 'giveaway' signs of deception, such as sweating, fidgeting, or loss of eye contact, at key points in negotiations," it says. The article summarizes negotiating tips from scholar Robert Adler that were published in the MIT Sloan Management Review.

http://www.boston.com/business/articles/2007/08/19/the_fine_art_of_negotiating_with_liars/

You can buy a copy of Adler's full article for $6.50 at this site:

http://sloanreview.mit.edu/smr/issue/2007/summer/17/

The entrepreneur. Learn to read body language. Do not be intimidated. Walk away. These are some of the tips outlined at this Web page for entrepreneurs. The aim: "Success in small business means getting the right prices, the right deals, and the right employees you'll need to distinguish yourself from the competition."

http://www.gaebler.com/Art-of-Negotiation.htm


The rules. "Take it or leave it," sounds cut and dried. But this article, oriented for lawyers, lays out the "rules for master negotiators" and says that most anyone can learn to move an opponent past the stonewall stage. There's a checklist of stuff to pack for the negotiating session - files, calculator and a checkbook.

http://library.findlaw.com/2001/Jan/1/130785.html


Contact staff writer Reid Kanaley at 215-854-5114 or rkanaley@phillynews.com.

Reid Kanaley Inquirer Columnist
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