Negotiation Skills

Adapted from “Make Them More Satisfied with Less,” first published in the Negotiation newsletter.

In negotiation, sometimes you just don’t have much to give. If your department’s budget has been slashed, your subordinates will have to settle for smaller raises than usual – or none at all. When consumer demand for your red-hot product levels … Read Improve their satisfaction

Adapted from “Negotiating a More Civil Divorce,” first published in the Negotiation newsletter.

In the United States, lawyers who recognize the benefits of collaborative negotiation are sometimes stymied by vengeful clients and ruthless opposing counsel.  Many attorneys put up with a contentious settlement process in which litigation is a threat.

Yet some U.S. lawyers have begun … Read A more cooperative divorce

Adapted from “Honey or Vinegar?”, first published in the Negotiation newsletter.

Who brings out the best in us: someone nice or someone nasty? According to a recent study by Gerben A. van Kleef and colleagues of the University of Amsterdam, we may be more generous toward angry people than toward happy people.

In the first two … Read Should you be nasty or nice?

Adapted from “Self-Analysis and Negotiation,” first published in the Negotiation newsletter.

“Separate the people from the problem,” advises the bestselling negotiation text “Getting to Yes”. That’s certainly good counsel when tempers flare and bargaining descends into ego battles, but it’s a mistake to ignore the psychological crosscurrents in negotiation. Unless they are addressed, a deal may … Read First, know thyself

Professor Robert Mnookin, Chair of the Program on Negotiation at Harvard Law School, published an article for the Foreign Policy online magazine this week based on his new book, “Bargaining with the Devil:  When to Negotiate, When to Fight.” The article discusses how President Obama should deal with the evils he is confronted with.

Click here … Read Bargaining with the Devil

Adapted from “Pitch Your Offer—and Close the Deal,” by Deepak Malhotra and Max H. Bazerman (professors, Harvard Business School), first published in the Negotiation newsletter.

When you’re having trouble persuading someone, you might be tempted to sweeten the pot with hefty financial incentives. Before doing so, consider whether there are cheaper ways of gaining compliance.
A … Read Give at work

Adapted from “Tired of Fighting City Hall? Negotiate Instead,” first published in the Negotiation newsletter.

No matter what organization you work for or where you choose to live, sooner or later you’ll find yourself facing off with a government official or agency. Here are a few examples:

You apply for a permit from your local zoning board … Read Don’t fight City Hall

Adapted from “When You’re Stuck in the Middle,” by Susan Hackley (Managing Director, Program on Negotiation), first published in the Negotiation newsletter.
At a company in a Midwestern city, employees were divided into two camps: those loyal to the founder and his vision of a mom-and-pop business with a dozen regional stores, and those aligned with … Read Caught in the middle

Adapted from “Gender Assertiveness and Implicit Sexism,” first published in the Negotiation newsletter.
Most gender research in negotiation has examined differences between women and men, such as the tendency of women to be more anxious about the process and to set lower aspirations than men. The question of how people react to female negotiators versus … Read Gender matters

Adapted from “Overcoming Stage Fright: How to Prepare for a Negotiation,” by Michael Wheeler (Professor, Harvard Business School), first published in the Negotiation newsletter.

Many negotiators grow anxious as they approach the bargaining table, a reaction that puts them in good company with other distinguished professionals. Laurence Olivier’s stage fright almost ended his acting … Read Are you afraid of commitment?