Small Business Negotiating Archives

Peter Johnston 08/25/2008 Author, Negotiating with Giants Are you ready to negotiate with a company that's bigger than yours? Peter Johnston talks with Jim Blasingame about some of the things you must know and be able to do in any negotiation with a bigger player, whether it's a sales proposal or the actual sale of your company.

Mike Stewart 08/06/2008 President of Stewart & Stewart, Inc. and author of Close More Sales! How does selling and negotiating work together? Mike Stewart joins Jim Blasingame to explain how to blend negotiating and selling techniques together to achieve more sales.

Peter Johnston 06/20/2008 Author, Negotiating With Giants Are you a good negotiator? Listen as Peter Johnston and Jim Blasingame discuss the critical elements of world-class negotiating.

Jim Camp 07/18/2007 Author of Start With No How can "yes" and "maybe" be your enemy in a negotiation? Jim C joins Jim B to discuss his ideas for being an effective and successful 21st century negotiator.

Roger Volkema 07/02/2007 Author of Leverage: How to Get It & How to Keep It In Any Negotiation Negotiating has always been about leverage, but Roger and Jim talk about how leverage has changed and what it looks like in the 21st century.

Roger Volkema 04/03/2006 Author of Leverage: How to Get It & How to Keep It In Any Negotiation Roger and Jim talk about how to identify and use leverage in any negotiation. Roger also reminds us that often, leverage is more perception than reality.

Jim Camp 07/27/2005 Author of Start With No The two Jims get together to talk about how to become a better negotiator. Specifically, the importance of being quit and asking questions rather than talking and making statements.

Kevin Gilroy 04/26/2005 Senior Vice President and General Manager, Small and Medium Business, HP Kevin joins Jim as he broadcasts live from Washington, D.C. during Small Business Week to talk about the Business Matchmaking Program and what small businesses can do to be successful in this process.

Jim Camp 12/10/2004 Author of Start With No Jim joins our Jim to talk about how there is never a win-win situation in negotiating.

Lynn Connelly 05/20/2004 Director of Strategic Alliances, Office Depot Jim and Lynn talk about how small business and big businesses can work together.

Jim Camp 05/17/2004 Author of Start With No Jim joins our Jim to talk about how what we do is very important along every step of the way in negotiating.

Jim Camp 12/15/2003 Author of Start With No Jim joins our Jim to talk about how important it is to you and your business to be an effective negotiator. He gives some tips on how to be a more effective negotiator.

Roger Volkema 10/27/1999 Professor of Management at American University and author of "The Negotiation Tool Kit" Another visit with Roger on the very important subject of becoming a better negotiator. The conversation in this archive revolves around finalizing the transaction, including finishing the paperwork, and some of the tactics people use during that phase of negotiations. Roger emphasized the importance of not waiting until the end of the negotiations to begin the development of the documents. The guys talk about how the Letter Of Intent (LOI) fits into the negotiation process, and how it works. They also talk about how and when to bring in the attorneys. Roger and Jim also discuss 7 things you can do when you are not a good negotiator.

Roger Volkema 10/13/1999 Professor of Management at American University and author of "The Negotiation Tool Kit" Roger and Jim continue their series on negotiating with a discussion of how culture, national and international, affects negotiations.

Roger Volkema 09/29/1999 Professor of Management at American University and author of "The Negotiation Tool Kit" Roger joins Jim again to continue their discussion on negotiating. The guys point out that when you negotiate, it is often with people you will be doing business with many times. Therefore, it's important to deal in good faith, and how to identify what that looks like. They discuss ways to be a tough negotiator without being unethical. They also discuss what downsized former corporate employees need to know about negotiating protocols and standards as they enter the small business marketplace

Roger Volkema 09/15/1999 Professor of Management at American University and author of "The Negotiation Tool Kit" Roger and Jim continue their series on becoming a better negotiator by discussing numerous common negotiating tactics, plus countermeasures to use when these tactics are being used by the other party.

Roger Volkema 09/01/1999 Professor of Management at American University and author of "The Negotiation Tool Kit" Roger and Jim begin a series on becoming a better negotiator by defining negotiation, and moving on to discuss the various stages of negotiating, the different kinds of negotiators, and methods of dealing with each.