You know I always thought that the men and women we send to Washington to represent would be good negotiators.  However, the more I watch what is going on in Congress and the gridlock that has become the norm, the more I realize they aren’t very good at this at all.

As a business owner, I am involved in one negotiation after another.  It may be with a supplier over a price or terms.  It may be with a client over the amount of services and the cost.  Now, I have never had any formal training in negotiation, but I have learned a few things over the years.

I have found that most business owners are street smart, and seem to naturally perform well in negotiations. You have probably developed a trick or two that can help you gain the upper hand. Regardless of what approach you may take, there are a few things not to say or do.

1. The word “between.” It often feels reasonable—and therefore like progress—to throw out a range. With a customer, that may mean saying “I can do this for between $10,000 and $15,000.” With a potential hire, you could be tempted to say, “You can start …read more