Managing Status in Negotiation
Concerns about status will arise in any negotiation. How can you deal with them, both in yourself and in others? The following six guidelines can help in … Read Managing Status in Negotiation
Moving to a Different Table
When a negotiation reaches an impasse (or, preferably, sooner), it’s important to consider that you may be at the wrong table.
What other individuals or groups might be … Read Moving to a Different Table
To Improve Your Negotiation Skills, Learn from a Pro
On February 16, in the midst of the National Basketball Association’s (NBA) All-Star weekend, members of the National Basketball Players Association (NBPA) unanimously voted to oust Billy … Read This Post
Once a Quarter is Not Enough
An American company and a Japanese company formed a joint-venture to manufacture gauges and measurement equipment for sale in Asia. … Read Once a Quarter is Not Enough
A Better Approach to Decision Making
When you’re making important decisions during a negotiation and have the luxury of time, what’s the alternative to Blink?
Should you completely ignore your rapid cognitions?
The Universal Negotiauction
The sale of Vivendi Universal Entertainment in the summer of 2003 was one recent high-profile negotiauction. … Read The Universal Negotiauction
An International Negotiation for an All-American Brand
On February 14, the news broke that Berkshire Hathaway, the conglomerate run by Warren Buffett, is planning to purchase H.J. Heinz—and its iconic Heinz ketchup—for $23 billion. … Read This Post
Bet you didn’t know… Personnel matters in negotiation.
When outsiders become overachievers
When faced with the task of assigning a subordinate to represent their organization in a negotiation, managers might look for strong negotiating experience, intelligence, … Read This Post
Learning from the deficit-reduction talks
Does anyone down there know how to cut a deal?” Senate Republican Mitch McConnell said to Vice President Joe Biden. It was Sunday, December 30, 2012, the … Read Learning from the deficit-reduction talks
Emotion and Judgment
The work of University of Iowa neuroscientists Antoine Bechara, Daniel Tranel, and Hanna Damasio demonstrates the effects of emotion on decision making. … Read Emotion and Judgment
A Tale of Two Matching Rights
In March 2005, German powerhouse SAP agreed to buy Retek, a small company that offered information management software, for $8.50 a share. The deal included a matching … Read A Tale of Two Matching Rights
Think Like a Mediator
To set the stage for a productive discussion, open a difficult conversation with the Third Story, advise the authors of Difficult Conversations. The Third Story is one … Read Think Like a Mediator