Dealing with Difficult People? Negotiation Lessons from Ronald Reagan
In recent months, U.S. President Barack Obama and other world leaders have struggled to find a winning strategy to convince Russian President Vladimir Putin to back away … Read This Post
Learning from Ethical Leadership Failures at Boeing
Ethical leadership has proven to be elusive at Boeing, but why? Recent analyses have uncovered common psychological biases that can keep leaders—and all of us—from meeting our … Read This Post
What Makes a Good Mediator?
What makes a good mediator? And how is it that mediators—who themselves lack any power to impose a solution—nevertheless often lead bitter disputants to agreement? … Read What Makes a Good Mediator?
Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
You say you would never lie during a negotiation. Your ethical standards are solid—right? Ethics in negotiations are an important subject. Learn how ethics in negotiations can … Read This Post
Conflict Resolution Scenarios: Negotiating Values
The most heated types of conflict in organizations and in our personal lives often concern our core values, such as our personal moral standards, our religious and … Read Conflict Resolution Scenarios: Negotiating Values
How to Write a Contract That Doesn’t Leave Room for Interpretation
If you’ve tended to leave contract drafting and review to your lawyers in the past, you might think twice about doing so in the future after reading … Read This Post
How to Deal with Difficult Customers
To hear some salespeople and service representatives tell it, difficult behavior from customers is at an all-time high. Stories of demanding customers proliferate in the press and … Read How to Deal with Difficult Customers
How to Renegotiate a Bad Deal
Think you have some stories from trying to renegotiate? Try this one on for size. Many viewed the deal to be a terrible one from the start. … Read How to Renegotiate a Bad Deal
Hardball Negotiation Tactics: Time Pressure in Major League Baseball
Major League Baseball (MLB) games are known for their leisurely pacing. In recent years, off-season negotiations between teams and free agents have sometimes proceeded at a similarly … Read This Post
Creating Value in Integrative Negotiations: Myth of the Fixed-Pie of Resources
Creating value is the name of the game in integrative negotiations but these principles can also apply to the highly competitive realm of business negotiations. In the … Read This Post
Teaching Critical Leadership Skills
Running a multinational corporation, starting a small business, or leading a diplomatic mission all require critical leadership skills. Being an effective leader necessitates negotiating both within your … Read Teaching Critical Leadership Skills
When to Make the First Offer in Negotiations
Should you make the first offer in your negotiations? If so, how aggressive should it be? These are critical questions in negotiation, ones that have been repeatedly … Read When to Make the First Offer in Negotiations