Why should the people you’re supposed to lead follow you?

If you believe that your charisma, your exalted office, or your vision is reason enough, you’re in trouble.

While these qualities may affect how others relate to you, the unvarnished truth is that other people will follow you when they judge it’s in their best interest to … Read More 

It stands to reason that devoting less time to relatively unimportant choices should free you up for more meaningful pursuits and increase your overall satisfaction. But how does the concept of satisficing apply to your most important decisions and negotiations? … Read More 

Given the prevalence of corporate scandals in recent years, many have questioned whether ethics training for professionals has done much good.

One of the reasons that such training has achieved limited success is its focus on intentional, explicitly unethical behavior. Such training encourages students to do what is right rather than what is profitable. Yet, most … Read More 

There are three major reasons that managers are reluctant to seek the assistance they need. … Read More 

The Program on Negotiation has identified three basic sets of circumstances in which you’ll be better off tapping an agent to take your place at the bargaining table (at least for part of the negotiating process). … Read More 

With thorough preparation, the help of a trained mediator, and useful reports from subgroups, participants in a multiparty negotiation should be able to find their way to the trading zone. Once they’ve arrived, the next step is to work together to ensure that everyone’s interests are met. … Read More 

When multiple parties gather to discuss issues, someone has to oversee the group’s efforts, or the process will descend into chaos or stalemate.

A negotiation manager should prepare the group’s agenda, establish ground rules, assign research tasks, summarize conclusions, and represent the process to the outside world. … Read More 

When preparing to negotiate, always take time to consider these important questions:

What’s my BATNA – my walkaway option if the deal fails?

What are my most important interests, in ranked order?

What is the other side’s BATNA, and what are his interests? … Read More 

A draft agreement may allow you to control the early stages of talks, but be aware that it also can obstruct agreement in the long run.

Putting a draft on the table may lock parties into bargaining positions prematurely, interfering with a search for common interests and creative options. … Read More 

Here are some concrete guidelines for fostering a strong relationship between negotiating partners drawn from The Global Negotiator: Making, Managing, and Mending Deals Around the World in the 21st Century. … Read More