The Darker Side of Perspective Taking
Many negotiation experts recommend that you try to take the other party’s perspective, particularly when attempting to resolve disputes.
Recent research by Nicholas Epley of the University … Read The Darker Side of Perspective Taking
Negotiation Training Empowers Young Women Leaders from Around the Globe
How do you resolve a conflict with a family member, when you have a misunderstanding? Can you learn to see their perspective? Can you articulate … Read This Post
The Perils of Powerful Speech
Death to modifiers! All hail the active verb. Be succinct. These are some of Strunk and White’s commandments for simple and direct writing from The Elements of … Read The Perils of Powerful Speech
Team Building: For Strength in Numbers, Build a Strong Team
An energy boom has hit the rural counties of the upper Ohio River Valley, resulting in a flood of investment in mineral leasing that is revitalizing economies … Read This Post
Who’s Watching? How Onlookers Affect Team Talks: Negotiating in Front of Allies and Enemies
Imagine that you and a colleague get in an argument about the layout of a final report in front of a coworker you both like. Now suppose … Read This Post
Who’s Watching? How Onlookers Affect Team Talks: Negotiating in Front of Superiors in Business Negotiations
How well will you negotiate in front of your boss? Conventional wisdom suggests that the presence of superiors motivates us to put our best foot forward and … Read This Post
Who’s Watching? How Onlookers Affect Team Talks in Business Negotiations
Your boss, turning to you and a coworker near the end of your team’s weekly meeting, says, “So, which one of you wants to present our proposal … Read This Post
Knowledge of Biases as an Influencing Tool
Past Negotiation articles have highlighted many of the cognitive biases likely to confront negotiators. Work by researchers Russell B. Korobkin of UCLA and Chris P. Guthrie of … Read Knowledge of Biases as an Influencing Tool
Negotiating with Chameleons
Like in the title character in Woody Allen’s movie Zelig, some people can smoothly adopt the manner and attitudes of those around them. Due to the lengths … Read Negotiating with Chameleons
Anchor Trials or Balloons in Conflict Resolution
The power of anchors in negotiation has been demonstrated time and again. Sellers who demand more tend to get more. Indeed, the initial asking price is usually … Read Anchor Trials or Balloons in Conflict Resolution
A Worse Deal than You Think?
Most negotiators leave the bargaining table believing they were better at pushing the other side to its limit than was actually the case, according to recent experimental … Read A Worse Deal than You Think?
The Heat of the Moment
Imagine that after ample preparation and weeks of negotiations with three potential vendors, you have to choose among their proposals, each of which has numerous strengths and … Read The Heat of the Moment