How an Authoritarian Leadership Style Blocks Effective Negotiation
Those who favor an authoritarian leadership style, also known as an autocratic leadership style, tend to believe their approach to management is more efficient and decisive than … Read This Post
Negotiating with Difficult Personalities and “Dark” Personality Traits
Have you ever found yourself negotiating with difficult personalities, or negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may … Read This Post
Negotiation Skills: Which Negotiating Style Is Best?
Is one negotiation style “better” than another? Most research suggests that negotiators with a primarily cooperative style are more successful than hard bargainers at reaching novel solutions … Read This Post
Renegotiate Salary to Your Advantage
As we prepare to renegotiate salary, most of us intend to ask for as much as we can without antagonizing our employer. But we sometimes undervalue our … Read Renegotiate Salary to Your Advantage
Dealing with Difficult Clients: Price Negotiations
Dealing with difficult clients is never easy. To get a client relationship off on the right foot, follow guidelines from research to ensure that price negotiations go … Read This Post
What is BATNA? How to Find Your Best Alternative to a Negotiated Agreement
Your BATNA, or the ability to identify a negotiator’s best alternative to a negotiated agreement, is among one of the many pieces of information negotiators seek when … Read This Post
Negotiation in Business: Apple and Samsung’s Dispute Resolution Case Study
For two days in late May 2012, Apple CEO Tim Cook and Samsung CEO Gee-Sung Choi met with a judge in the U.S. District Court of Northern … Read This Post
Understanding Exclusive Negotiation Periods in Business Negotiations
The clearest method for achieving exclusivity in negotiation is an exclusive negotiation period during which both sides agree not to talk to third parties, even if approached … 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
How to Negotiate Under Pressure
At the time, it seemed to be an example of coolheaded dealmaking in the midst of disaster. In 2009, hit hard by the 2008 financial crisis and … Read How to Negotiate Under Pressure
Which Dispute-Resolution Process Is Right for You?
When you’re facing a legal dispute, you’ll want to choose the right dispute-resolution process. To do so, it helps to consider three questions. … Read This Post
Advanced Negotiation Strategies and Concepts: Hostage Negotiation Tips for Business Negotiators
Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. … Read This Post