When a Job Offer is “Nonnegotiable”

By on / Negotiation Skills

nonnegotiable

Question: I am in my final year of business school and starting to prepare for job interviews. I have heard many of the organizations that recruit on campus are not open to negotiating specific terms of employment. Rather, they offer everyone roughly the same deal terms. To what extent should I respect such conventions versus … Read More 

Overcoming Cultural Barriers in Negotiation: China and the Gold Rush Mentality

By on / International Negotiation

negotiation

If Chinese culture favors insiders, it stands to reason that outsiders face an uphill battle.

In One Billion Customers: Lessons from the Front Lines of Doing Business in China (Free Press, 2005), business executive and Wall Street Journal bureau chief James McGregor writes of the 1996 attempt by Xinhua, the official Chinese news agency, to … Read More 

Power in Negotiation: The Impact on Negotiators and the Negotiation Process

By on / Negotiation Skills

power in negotiation

According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Read More 

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