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
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
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
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
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
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