paternal leadership, servant leadership theory

Paternalistic Leadership: Beyond Authoritarianism

| | Leadership Skills

What’s your first reaction to the concept of paternalistic leadership? If you’re new to the concept and from an individualistic culture, such as the United States, Canada, … Read Paternalistic Leadership: Beyond Authoritarianism

exclusivity period

An Exclusivity Period: A Useful Tool for Eliminating the Competition

| | Dealmaking

An exclusivity period can help you negotiate without interference from an unwanted third-party competitor. To benefit from an exclusivity period, follow our expert advice for buyers and … Read This Post

business contract

Successes & Messes: A Notoriously Bad Business Contract

| | Business Negotiations

In business contract negotiations, we’re sometimes tempted to break the mold and do things in a new and entirely different way. But if our strategies aren’t supported … Read This Post

anchoring effect

An Example of the Anchoring Effect – What to Share in Negotiation

| | Negotiation Skills

The prospect of sharing information with a negotiating counterpart can be scary – it can fix your counterpart into a position at the negotiation table you didn’t … Read This Post

Business Negotiations M&A Negotiation Strategy

Learning from M&A Negotiation Strategy

| | Business Negotiations

Business negotiators across industries can absorb key lessons from mergers and acquisitions (M&A) negotiation strategy—including choosing the right negotiating partners, considering the role of outside parties, and … Read Learning from M&A Negotiation Strategy

multi-round

Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations

| | Teaching Negotiation

Whether in business, law, or international diplomacy, many negotiations are actually comprised of a multi-round process with negotiations internal to the organization preceding external ones. Using multi-round … Read This Post

collective leadership, Crisis Negotiations

What Is Collective Leadership?

| | Leadership Skills

When we think of successful leaders, we typically envision a solitary person—a president, CEO, or entrepreneur—drawing on their vision, charisma, and drive to inspire and direct others. … Read What Is Collective Leadership?

Negotiation

Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations

| | Negotiation Training

Knowing the norms of ethics and negotiation can be useful whether you’re negotiating for yourself or on behalf of someone else. Each ethical case you come up … Read This Post

conflict resolution

India’s Direct Approach to Conflict Resolution

| | International Negotiation

In our global economy, organizations have unprecedented opportunities to grow by forming partnerships worldwide. Yet when we are negotiating abroad, cultural, language, and other differences can lead … Read India’s Direct Approach to Conflict Resolution

making a deal

Dear Negotiation Coach: Making a Deal When You Have Anxiety

| | Negotiation Skills

One of the issues many negotiators have is anxiety about making a deal. Will it be a fair process? Will you get what you want? Or will … Read This Post

Daniel Kahneman Showed Negotiators a More Rational Path

| | Negotiation Skills

The late psychologist Daniel Kahneman, with his research partner Amos Tversky, spurred a scientific revolution in economics by pinpointing predictable ways in which intuition impairs our judgment. … Read This Post

token concession

A Token Concession: In Negotiation, the Gift that Keeps on Giving

| | Negotiation Skills

When making concessions in negotiation, we tend to assume that a concession must really cost us, financially or otherwise, for the other side to take notice and … Read This Post