getting down to business

The following items are tagged getting down to business.

Negotiation Tips: A Value-Creation Checklist

Posted by & filed under Negotiation Skills.

By following these tips in your next negotiation, you’ll improve your chances of meeting everyone’s interests.

Before you sit down at the bargaining table, imagine a wide-range of options and packages, including some that may seem far-fetched.
When talks begin, remember that getting down to business too quickly can stand in the way of building trust.
Emphasize to your counterpart the importance of separating the “inventing” from “deciding,” as Fisher, Ury, and Patton suggest in Getting to Yes.
Don’t worry about adding complexity. Bringing new issues, options, and parties to the negotiation is likely to create value.
Avoid artificial deadlines, though it can be helpful to decide when it’s time to concentrate on the packages you’ve identified.

Sacred Issues in Negotiation

Posted by & filed under International Negotiation.

In a classic New Yorker cartoon, a dinner guest shows up for the party, hands the host a $20 bill, and announce that this was the amount he had planned to spend on a bottle of win before he ran out of time. Negotiation buffs might admire the guest for making an efficient tradeoff that saved him the effort of shopping and gave the host $20 to spend as he wished. But most people would view the guest’s behavior as highly inappropriate. Why?

Avoid the Green-eyed Monster

Posted by & filed under Conflict Management, Conflict Resolution, Daily.

Adapted from “Negotiating with the Green-eyed Monster,” first published in the Negotiation newsletter.

Envy can cause us to engage in deception at the bargaining table. That’s the cautionary finding of research by Simone Moran of Ben-Gurion University in Israel and Maurice E. Schweitzer of the Wharton School at the University of Pennsylvania.

Why might negotiators be more