October 9, 2014
Q. I’ve heard a lot about the benefits of developing trust in negotiation and experienced some of them myself. But in my negotiations, I find myself struggling with the question of how trusting to be. Should I always aim to be as trusting as possible?
August 18, 2014
Q. Negotiations make me anxious. In the past year, I negotiated for a car at a dealership, a higher salary at work, a lower price on a piece of furniture at an antiques market, and an important business contract as part of a team. Each time, my palms got sweaty, my heart started to race, and I found the whole process to be unpleasant. What can I do to feel less anxious when I negotiate?