Roger Volkema

Interview with Roger Volkema

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.

Category: Negotiating

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Are you capable of initiating a negotiation? Roger Volkema talks to Jim Blasingame about why you should attempt to initiate a negotiation whenever possible and how to do it. Don't be afraid to ask for what you want - the worst that can happen is they say no.
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 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.
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 and Jim continue their series on negotiating with a discussion of how culture, national and international, affects negotiations.