 In the end, the goal is to arrive at a place of mutual satisfaction, and using this three-step process greatly improves an advisor’s chances of getting there.”Dr. John L. Evans Jr., Janus Labs Professional Development |
The Science of Negotiation
Dr. John L. Evans Jr., Janus Labs Professional Development | Barron's, January 2017
Read the article online >Summary: We may not realize it, but we are constantly negotiating. For instance, a four-way-stop intersection on the drive to the office features a negotiation that, barring a crash, has no major impact on the relationship between the involved drivers. Negotiations about financial advisory fees, however, are much different; both the stakes and the potential to affect the advisor-client relationship are high.
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