How to Mitigate Stress at the Bargaining Table
Conventional wisdom, not to mention the popularity of no-haggle car buying, suggests that many people anticipate important negotiations with the same dread they reserve for root canals. … Read How to Mitigate Stress at the Bargaining Table
Negotiating Strategies for Navigating Sensitive Topics
When devising negotiating strategies, some topics seem off-limits: difficult to bring up and perhaps impossible to resolve. Consider the following anecdotes:
– In the process of negotiating an … Read This Post
Negotiation Skills from the World of Improv for Conflict Management
A Q&A with Michael Wheeler, author of The Art of Negotiation: How to Improvise Agreement in a Chaotic World. … Read This Post
Will You Avoid a Negotiation Impasse?
In the summer of 2016, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according … Read Will You Avoid a Negotiation Impasse?
Pick the Right Negotiation Pace
People operate at different speeds at the bargaining table. This is called their negotiation pace. Suppose that one bargainer is impatient, gritting her teeth and thinking, “Cut … Read Pick the Right Negotiation Pace
Ask A Negotiation Expert: How Can Women in the Workplace Gain Ground?
Deborah Kolb, the Deloitte Ellen Gabriel Professor for Women in Leadership (Emerita) at Simmons College, shares strategies that women in the workplace can use to overcome pay … Read This Post
Self-Fulfilling Prophecies and Power in Negotiation
When you expect people to be competitive, it’s not only your own behavior that changes. You also set up a self-fulfilling prophecy, such that your expectations about … Read This Post
Why First Impressions Matter in Negotiation
Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly … Read Why First Impressions Matter in Negotiation
Negotiation Skills: Threat Response at the Bargaining Table
When someone issues a threat or an ultimatum, take a step back and diagnose the problem. Consider how you would respond to threats and ultimatums such as … Read This Post
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
Implicit and Explicit Bias: When Negotiators Discriminate Based on Race
Implicit and explicit bias are common, whether the guilty parties are aware of it, or not. On July 14, 2015, American Honda Finance Corporation (AHFC), the U.S. … Read This Post
Dear Negotiation Coach: Responsible Negotiation Means Caring Beyond the Deal Closing
Alain Lempereur, has developed the concept of “responsible negotiation”, and answers questions about how to conduct more ethically sound negotiations. … Read This Post