In Glengarry Glen Ross, there is a scene where Al Pacino loses a sale because Kevin Spacey volunteers information in front of Pacino's client without knowing the details of the negotiations. Larry Winget, a Tulsa, Oklahoma based motivational speaker, says that you never volunteer unsolicited information because it's often used in objections later on. Our moms knew this when we were kids. But, if you give me some time to think about it, the answer might be yes. Smart kids are usually willing to let up a little bit in return for the potential of a positive outcome.
Mom knows best.
The wise negotiator is a keen observer and an aggressive adapter of effective techniques occurring in his or her presence. John Patrick Dolan, CPAE is a recognized expert in the field of negotiation. He travels throughout the world presenting lively keynote speeches and in-depth training programs for business and legal professionals. Pointe Dr., Bldg 3, Ste.