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The world of negotiations can be very daunting.  We have seen countless business owners taken advantage of in negotiations - and in some cases lose millions of dollars.   Our philosophy is to teach how to create "Win-Win" outcomes through practical negotiation skills.  

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Some of the more challenging negotiations are where the sides have unequal leverage - especially when a small business negotiates with a large one.   Maybe you've seen or been advised in negotiations to play "hardball" - this is only something that an organization with lots of leverage can do.  Furthermore, what does it say about your future business relationship when you've been treated poorly by customer, partner or vendor ?   How eager are you to do business again?

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We take the long view and work to create winning solutions for both sides that create lasting partnerships.  Some of the things we've learned include:

• Your very first contact with a potential client/partner starts a negotiation.  Often mistakes are made right from the beginning that unbalance a potential negotiation.

• Unilateral concessions are always a bad idea.  This tells the entity across the negotiating table that you don't understand your own value.  If you're willing to give 10% for nothing, for example, why not 15%?  20%?  Once you set the precedent, its very difficult to change.  

• Have you heard the term "Show up and Throw up"?  This is when you meet with your partner/customer and proceed to tell them everything you know.  When you've told them everything you know, what incentive is there for further discussions?

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