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Failing to Set Targets with High Aspirations

Failing to Set Targets with High Aspirations

Failing to Set Targets with High Aspirations By Joe Hernandez, CEO Lionshare Negotiations Research shows that negotiators that set targets with high aspirations have better outcomes. However, many negotiators don’t set their targets high enough. In fact, many...
The Ten Strongest Sources of Negotiation Power

The Ten Strongest Sources of Negotiation Power

The Ten Strongest Sources of Negotiation Power By Joe Hernandez One of the biggest challenges for us as negotiators is when we believe the other side has more power and leverage. This makes us feel disadvantaged. If we feel like we are at a disadvantage, then we are...
Who Should Make the First Offer?

Who Should Make the First Offer?

Most of us have experienced the discomfort of the first few minutes of negotiation. We exchange pleasantries, then struggle with what to say next. Most of us have been taught that the first one who speaks in a negotiation loses. There are notions that if we speak...
Power Shift Negotiating

Power Shift Negotiating

During a recent workshop I conducted, one of the participants told me about a struggle he was having with a very important deal. He was trying to get a large contract with a Fortune 500 account. While he had been working for months to establish his firm as the best...
Don’t Negotiate Before the Selling is Done

Don’t Negotiate Before the Selling is Done

Contrary to popular belief, selling and negotiating are two distinct disciplines, yet so many people consider them to be one and the same. Let me explain why I believe the two are different, and why it is so important not to negotiate until the selling is done. Make...

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