Recent Posts

Negotiation in the News: The NBA tries to make the best of another (projected) bad season

By on / Dealmaking

Basketball with mask

In negotiations across the world, financial troubles brought on by the Covid-19 pandemic have left parties squabbling over smaller and smaller pies. The silver lining? Negotiators may have little choice but to get a deal done, and awareness of this reality can motivate creative thinking and cooperation. Negotiating the terms of their upcoming season, the National … Read More 

Bargaining in Bad Faith: Dealing with “False Negotiators”

By on / Dealing with Difficult People

bargaining in bad faith

We tend to forget—at our peril—that not everyone at the bargaining table wants to close a deal and may be bargaining in bad faith.
Consider the following negotiations:

A competitor approaches you about a potential partnership. After a series of meetings that seemed promising, however, your counterpart stops returning your calls. You are left with the … Read More 

How to Deal with Difficult Customers

By on / Dealing with Difficult People

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 on social media, while customers likewise complain that their needs increasingly are not being met by companies focused on the bottom line. … 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 

Are Introverts at a Disadvantage in Negotiation?

By on / Negotiation Skills

disadvantages in negotiation

Are extroverts by nature better negotiators than introverts? Or are they at a disadvantage in negotiation? As we’ll see, the answer is far from decided. However, we all have clear opportunities to build on our own strengths and learn from those of others.
Quiet, loud, and somewhere in between
Introversion is a personality trait marked by a … Read More 

Dealing with Difficult Employees

By on / Dealing with Difficult People

Dealing with Difficult Employees

When dealing with difficult employees, leaders often feel overwhelmed and frustrated by a task that can seem like a distraction from broader organizational goals. But managing personnel issues, including conflict among employees, is a pivotal leadership task—and one that can be improved with knowledge and practice. The following solutions for dealing with difficult employees will … Read More 

For Business Negotiators, Patience Can be a Virtue

By on / BATNA

business negotiators

Business negotiators know that persistence and tenacity can make all the difference between impasse and a game-changing breakthrough. Take the saga behind Microsoft’s 2013 announcement of its pending $7.2 billion acquisition of Finnish mobile phone company Nokia’s handset and services business. The two parties engaged in many months of fruitless talks before either side believed … Read More