The following items are tagged salespeople.
Adapted from “Should You Get the Kinks Out?” by Ian Larkin (professor, Harvard Business School), first published in the Negotiation newsletter.
You may have heard about the power of contingent contracts in negotiation. As an example, imagine that a supplier has proposed you pay a bonus of 10% if the fault rate for its products is
Adapted from “Deadline Pressure: Use it to Your Advantage,” by Don A. Moore (professor, Carnegie Mellon University), first published in the Negotiation newsletter.
In the summer of 1988, National Basketball Association (NBA) team owners and players were at loggerheads over their new contract. At midnight on June 30, the owners declared a lockout, halting preparations for
First published in the Negotiation newsletter.
You don’t have to be serious to be a serious negotiator. Humor, deftly used, can be a positive factor in promoting agreement.
That’s what Finnish researcher Taina Vuorela confirmed in a comparative study of two real-world transactions. One was an internal meeting of a sales team trying to hammer out
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