Techniques for Improving Your Negotiating Ability
Many organizations subject their executives to rigorous performance reviews, yet few companies include negotiation effectiveness as one of the core competencies they track. Instead, negotiation is usually … Read Techniques for Improving Your Negotiating Ability
Negotiating Skills: How to Bargain “Behind the Table”
After the fall of the Berlin Wall in 1989, U.S. president George H. W. Bush and his secretary of state, James Baker, were eager to win international … Read This Post
How to Have Difficult Conversations During the Holidays and Beyond
In the United States and many other places, people seem more divided than ever before. Disagreement on political issues is common, but often we can’t even seem … Read This Post
Using Integrative Negotiation Techniques to Close the Deal
Like a contingency, a condition to a deal is a related though far less common deal-structuring technique. A condition is an ‘if’ statement like a contingency, but, … Read This Post
Business Negotiation Strategies for Managing the Tension Between Claiming and Creating Value
When it comes to great business negotiation strategies, there’s no better example than the cast of Friends in their heyday.
David Schwimmer, the actor who played Ross on … Read This Post
Dear Negotiation Coach: Confronting Unconscious Bias Constructively
In her book The Person You Mean to Be: How Good People Fight Bias (HarperCollins, 2018), Dolly Chugh, a social psychologist at New York University’s Stern School … Read This Post
Learning from Feedback without Losing Your Mind
During the coronavirus pandemic, you might have gotten a lot of feedback, whether from the new “coworkers” in your home, the boss you only see in video … Read Learning from Feedback without Losing Your Mind
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
How to Overcome Cultural Barriers in Negotiation
Imagine that you’re the American representative of a U.S. food company, and you’re hoping to procure a new ingredient for several of your products from a German … Read How to Overcome Cultural Barriers in Negotiation
Dear Negotiation Coach: Negotiation Interpreters Leave Space for Interpretation
Negotiators tend to view language interpreters as neutral in international negotiation, but reality is more complicated, according to Sanda Kaufman, a professor of Planning, Public Policy, and … Read This Post
“No One is Really in Charge” Hostage Taking and the Risks of No-Negotiation Policies
In the business world, we sometimes are tempted to avoid negotiating with people or groups we view to be immoral, untrustworthy, or simply unlikable. Imagine a counterpart who … Read This Post
Renegotiation Lessons from the NAFTA Talks
During the 2016 presidential campaign, Donald Trump blamed the trilateral North American Free Trade Agreement (NAFTA) among Canada, Mexico, and the United States for the U.S. trade … Read Renegotiation Lessons from the NAFTA Talks