Dear Negotiation Coach: What Hostage Negotiations Can Teach Any Negotiator

By on / Business Negotiations

hostage negotiations

Business negotiations often fail; meanwhile, hostage negotiations have an incredibly high success rate—up to 94%. We spoke with former police psychologist and hostage negotiator George A. Kohlrieser, the Distinguished Professor of Leadership and Organizational Behavior at IMD Business School in Switzerland and the author of Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others, … Read More 

How to Respond to Questions in Negotiation

By on / Business Negotiations

How to Respond to Questions

What’s the toughest question you’ve ever been asked during a negotiation? Do you know how to respond to questions when they’re out of your comfort zone? If you negotiate frequently, it might be hard to narrow it down to just one. Focusing on job interviews, here are a few negotiation questions that candidates often dread:

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Visionary Leadership through Coalition Building

By on / Leadership Skills

visionary leadership

Increasingly, executives are displaying visionary leadership on issues related to social justice. The National Basketball Association printed the words “Black Lives Matter” on the court in its Orlando, Florida, “bubble” in 2020, for example, and businesses such as Netflix have committed to making significant financial investments in Black communities.

On March 25, 2021, Georgia’s Republican-led legislature … Read More 

Case Study of Conflict Management: To Resolve Disputes and Manage Conflicts, Assume a Neutral 3rd Party Role

By on / Conflict Resolution

conflict management

In their book Difficult Conversations: How to Discuss What Matters Most (Penguin Putnam, 2000), authors Douglas Stone, Bruce Patton, and Sheila Heen tell us how to engage in the conversations in our professional or personal lives that make us uncomfortable by examining a case study of conflict management. Tough, honest conversations are critical for managers, … Read More 

Dealmaking Secrets from Henry Kissinger

By on / Dealmaking

dealmaking secrets

More than 1,600 international relations experts from across the political spectrum overwhelmingly rate Henry Kissinger, who served under former presidents Richard Nixon and Gerald Ford, the most effective secretary of state of the last half-century. In their book, Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level (Harper, 2018), James K. Sebenius, R. Nicholas … Read More 

Negotiating with Liars: Bluffing versus Puffing

By on / Negotiation Skills

negotiating with liars

How many time have you sat at the bargaining table, and wondered, “am I negotiating with liars?” And to your own self be true—how many times have you been untruthful in a negotiation? The example below shines a light on how lies can get negotiators into hot water.

Back in July 2014, Jesse Litvak, the former … Read More 

Negotiator Toolbox: Using E-Mediation to Resolve Disputes

By on / Mediation

e-mediation

The Problem: You want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but meeting face-to-face would be difficult. Perhaps you and the other party are located in different geographic areas, or social-distancing guidelines are keeping you apart. Maybe your dispute originated in an online transaction … Read More 

How Much Does Personality in Negotiation Matter?

By on / Negotiation Skills

personality in negotiation

We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality in negotiation matter?

Before we explore this topic, please answer “True” or “False” in response to the following questions:

1. Extroverted negotiators tend to perform better than introverted negotiators.
2. Agreeable … Read More 

Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?

By on / Teaching Negotiation

counteroffer in business negotiation skills

To get an idea or innovation off the ground takes strong business negotiation skills as an entrepreneur.

Yet, in their book Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success (Palgrave/Macmillan, 2018), Program on Negotiation instructor Samuel Dinnar and MIT professor Lawrence Susskind write that many entrepreneurs are falling short. Here, Susskind explains … Read More 

Contract Negotiation Skills: Setting Yourself Up for Success

By on / Dealmaking

productive negotiations Contract Negotiation Skills: Setting Yourself Up for Success

Business negotiators tend to focus on getting to the finish line, which is typically defined as a signed contract. The contract negotiation skills we need to get there—such as building trust, brainstorming issues, and negotiating a great price—are pivotal, yet we often overlook the importance of setting up our agreement for success during the implementation … Read More