What Is Facilitative Leadership?
These days, work can often feel chaotic and unfocused. Leaders and followers alike struggle to keep complex group projects moving forward in the face of seemingly insurmountable … Read What Is Facilitative Leadership?
Dear Negotiation Coach: Dealing with an Exploding Offer
An exploding offer is one with a time limit, which you’ll often find in the job market as employers are looking to hire quickly and may also … Read This Post
Emotional Intelligence as a Negotiating Skill
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 … Read Emotional Intelligence as a Negotiating Skill
Conflict Negotiation Strategies: When Do Employees Choose to Negotiate?
How does the desire to negotiate stack up against other workplace decision-making procedures? Negotiation seems to be the preferred decision-making mechanism when employees are seeking individually tailored … Read This Post
For NFL Players, a Win-Win Negotiation Contract Only in Retrospect?
How did the NFL Players association and team owners come to an eventual win-win negotiated agreement? In this article we explore the strategies each side used to … Read This Post
Principled Negotiation: Focus on Interests to Create Value
Inexperienced negotiators and even many experienced negotiators tend to assume they have a choice between two main strategies: negotiate in a tough, demanding manner or in a … Read This Post
The Good Cop, Bad Cop Negotiation Strategy
The good cop, bad cop negotiation strategy is common in sales negotiations and other competitive contexts. Learn to identify and defuse this persuasion ploy when it’s tried … Read The Good Cop, Bad Cop Negotiation Strategy
The Importance of Power in Negotiations: Taylor Swift Shakes it Off
In negotiation, our success often hinges on our bargaining power—which in turn can depend on forces beyond our control. That truism was highlighted in two recent disputes … Read This Post
What Leads to Renegotiation?
Renegotiation is generally triggered for one of two reasons: an imperfect contract or changed circumstances. The goal of any written contract is to express the parties’ full … Read What Leads to Renegotiation?
To Achieve a Win-Win Situation, First Negotiate with Yourself
In business negotiations, our actions and reactions often go against creating a win-win situation. Self-examination can help, writes Getting to Yes author William Ury in his book, … Read This Post
In Corporate Crisis Management, Don’t Forget Employees
Corporate crisis management is stressful for everyone involved—including employees. All organizations facing a crisis—from a pandemic to negative PR—can and should take steps to lessen the likelihood … 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?