Daryl Ullman
Feb 26, 20221 min
Shadow Negotiators
The most dangerous enemy is the one that lurks in the dark or moves between the shadows, but once a light is shined on her, she becomes...
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Daryl Ullman
Oct 23, 20212 min
Big idea #2 – What motivates us? From The Complete Negotiator, Gerard I. Nierenberg
When you think of motivation in commercial negotiations, most of us think first of money or some kind of monetary reward, but in a...
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Daryl Ullman
Sep 24, 20211 min
Big idea #1 – Negotiation is not a game. From The Complete Negotiator, Gerard I. Nierenberg
Negotiation has often been compared to a game, A game has definite rules and a known set of values. Each player is limited in the moves...
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Daryl Ullman
Aug 21, 20211 min
Is lying OK in a negotiation?
I wanted to share with you the results of a small poll I conducted on lying in a negotiation, as you can see below around 47% stated that...
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