The following items are tagged creating value.
To Harness Your Power, Consider a Coalition: The story of how the US Senate passed comprehensive immigration reform offers guidance for negotiators seeking to build support for a cause.
“So How Much Do You Make?”" Why a new openness about wages may be affecting job negotiations.
A Deal Blows Up: The Duke-Progress Energy Merger
Peace talks in the Middle East between Israel and Palestine have stalled for years and, with no ‘new beginnings’ on the horizon, many have come to expect stagnation and lack of progress in talks between the neighbors. That was until this week when Secretary of State John Kerry was successful in getting Palestinian and Israeli negotiators to sit down at the dinner table for a meal for the first time in years.
In Negotiation, It’s All in the Timing: Yes, you should consider making the first offer – but when?
Got a Raw Deal? Renegotiate a Better One: If you are stuck coping with a faulty contract, try renegotiation
Yahoo’s Tumblr Acquisition: A Risky Play for Relevance
According to Dacher Keltner of the University of California at Berkeley and his colleagues , power affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful individuals demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment.
Like other cognitive biases, competitive expectations can be insidious. Fortunately, there are several steps you can take to forestall their negative consequences.
The ‘Sandberg Effect’: Why Women Are Asking for More
Obama’s Gun Control Defeat: A Failed ‘Outside’ Negotiation
When Investing Abroad, Negotiate a Better Deal
Like a contingency, a condition to a deal is a related though far less common deal-structuring technique. A condition is an ‘if’ statement like a contingency, but, whereas a contingency depends on unknown future events, a condition is entirely within the control of the parties involved.
To Capture the Force, Be Patient: The Disney-Lucas Arts Deal
In Negotiation, Put Your Best Foot Forward
Will a Team Approach Work? Consider the Culture
Lessons from the New Wave of High-Stakes Deals
Satisfied Employees, Satisfied Customers
When Setting Goals, Beware Backlash
Will Your Negotiations Get Sidetracked?
Coping with Negotiator Emotion, Both Fake and Fleeting
Dear Negotiation Coach: Dealing with an Uninformed Buyer
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