7 Tips for Closing the Deal in Negotiations
“ABC: Always Be Closing.” That’s the sales strategy that actor Alec Baldwin’s character Blake shared in the 1992 film Glengarry Glen Ross as he tried to motivate … Read 7 Tips for Closing the Deal in Negotiations
Using Body Language in Negotiation
Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the telephone or Internet. As convenient as electronic media … Read Using Body Language in Negotiation
When a Job Offer is “Nonnegotiable”
Question: I am in my final year of business school and starting to prepare for job interviews. I have heard many of the organizations that recruit on … Read When a Job Offer is “Nonnegotiable”
Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
Logrolling is the act of trading across issues in a negotiation. Logrolling requires that a negotiator knows his or her own priorities, but also the priorities of … Read This Post
Ask A Negotiation Expert: The Surprising Benefits of Negotiating with Your Kids
Discover how negotiating with your kids can strengthen relationships, improve communication, and teach valuable life skills. Learn expert strategies for navigating family conflicts effectively. … Read This Post
Negotiation Research Says to Make Stronger First Offers in Multi-Issue Negotiations
Research suggests how to frame your opening offer for maximum advantage in multi-issue negotiations. … Read This Post
What is Anchoring in Negotiation?
What exactly is anchoring in negotiation, and how does it play out at the bargaining table? Consider this anchoring bias example from Harvard Business School and Harvard … Read What is Anchoring in Negotiation?
Political Negotiation: Negotiating with Bureaucrats
Though officials may claim otherwise, they often have a certain amount of discretion when interpreting laws and making decisions. In government and political negotiation, you therefore must … Read This Post
Use Integrative Negotiation Strategies to Create Value at the Bargaining Table
How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four integrative negotiation strategies for value … Read This Post
Take your BATNA to the Next Level
If your current negotiation reaches an impasse, what’s your best outside option? Most seasoned negotiators understand the value of evaluating their BATNA, or best alternative to a … Read Take your BATNA to the Next Level
Dear Negotiation Coach: What is the Secret to Negotiating with Kids Successfully?
If you’ve ever tried negotiating with kids, you know that you don’t always feel like you have the upper hand. One expert weighs in. … Read This Post
Will You Avoid a Negotiation Impasse?
In the summer of 2016, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according … Read Will You Avoid a Negotiation Impasse?