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Negotiation Research on Organizational Approaches to Negotiating Systems

By on / Negotiation Skills

negotiation research

While most negotiation research aims to sharpen individual managers’ skills, there is growing scholarly and professional interest in an organizational approach to negotiation.A systemic perspective evaluates the training, authority, procedures, and resources that manager need to improve their companies’ “return on negotiation,” as consultant Danny Ertel puts it. Looking at negotiations broadly reveals important design … Read More 

7 Tips for Closing the Deal in Negotiations

By on / Dealmaking

Closing the Deal

“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 a group of real estate salesmen. In his verbally abusive, profanity-laced speech, Blake presented a ruthless model of closing a business deal that ignores customers’ needs and cuts … Read More 

Emotional Intelligence as a Negotiating Skill

By on / Negotiation Skills

emotional intelligence

The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. … Read More 

Philanthropic Management: Teach Negotiation for Nonprofits and Community Groups

By on / Teaching Negotiation

multiparty negotiations

Nonprofits, foundations, and community groups often work to help people in underserved communities, where they confront complex issues and resource shortages. For people who work in this sector, having a large toolkit of negotiation skills can make a significant difference in the services their organizations can provide to communities in need. The Teaching Negotiation Resource … Read More 

What is Negotiation?

By on / Negotiation Skills

negotiation

Many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives: discussing the terms of a job offer with a recruiter, haggling over the price of a new car, hammering out a contract with a supplier. … Read More 

Team Building Using Negotiation Skills

By on / Negotiation Skills

negotiation

To avoid conveying weakness to the other side, rather than calling for a break at the first sign of trouble, some teams devised secret signals they could use to bring wayward members in line—for instance, someone might stretch out her arms to communicate to another member that he’s getting off track. … Read More 

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