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negotiation behavior

The following items are tagged negotiation behavior

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How to Negotiate a Business Deal

Posted by & filed under Business Negotiations.

How to Negotiate a Business Deal

In late 2016 and early 2017, news stories abounded of companies that were having second thoughts about planned mega-mergers. Abbott Laboratories began looking for ways to exit its acquisition of Alere, citing investigations of the medical test maker, for example. And Verizon started rethinking its acquisition of Yahoo! following a data breach at the tech … Read More 

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Negotiating Rationally

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On the basis of their studies of the negotiation behavior of more than 10,000 executives and students over the past five years, Bazerman and Neale conclude that most managers tend to behave irrationally in negotiations. In this book they explore many of the common mistakes that negotiators often make, explaining how such irrational errors can … Read More 

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Negotiation Skills: Four Steps for Changing Negotiation Practices in Your Organization

Posted by & filed under Business Negotiations.

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Individual negotiators are sometimes overwhelmed by the idea of leading organization-wide changes to negotiation practices. In fact, it doesn’t take much time or effort to set the wheels of reform in motion, write Hallam Movius and Lawrence Susskind in Built to Win. Here are four simple steps to implement in your workplace. … Read More 

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Understanding Different Negotiation Styles

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business negotiation styles

In the business world, some negotiators always seem to get what they want, while others more often tend to come up short. What might make some people better negotiators than others? The answer may be in part that people bring different negotiation styles and strategies to the bargaining table, based on their different personalities, experiences, … Read More 

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Power in Negotiation: The Impact on Negotiators and the Negotiation Process

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power in negotiation the impact on negotiators and the negotiation process

According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Read More 

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5 Tips for Improving Your Negotiation Skills

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The prospect of boosting our negotiation skills can be so overwhelming that we often delay taking the necessary steps we can follow to improve, such as taking time to prepare thoroughly. The following five guidelines will help you break this daunting task into a series of manageable—and often essential—strategies. … Read More 

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Disappointed by Results? Improve Accountability in Business Negotiations

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When it comes to planning and carrying out talks, negotiators are too often left to their own devices. Here’s how to guide your employees toward better results. How satisfied are you with the outcomes that negotiators in your organization achieve? Most likely, you can think of a few successes worth crowing about, a few you’d like to sweep … Read More 

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When we judge others too harshly

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Adapted from “Overconfident, Underprepared: Why You May Not Be Ready to Negotiate,” by Kristina A. Diekmann (professor, University of Utah) and Adam D. Galinsky (professor, Northwestern University), first published in the Negotiation newsletter, October 2006. In 1991, during Supreme Court nominee Clarence Thomas’s confirmation hearings before the Senate Judiciary Committee, Anita Hill, then a law … Read More 

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How Accountable are Your Negotiators?

Posted by & filed under Conflict Resolution.

Adapted from “Disappointed by Results? Improve Accountability,” first published in the Negotiation newsletter, January 2009. How satisfied are you with the outcomes that negotiators in your organization achieve? Most likely, you can think of a few successes worth crowing about, a few you’d like to sweep under the carpet, and many more that turned out just … Read More 

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When women make good agents

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Adapted from “When Does Gender Matter in Negotiation?” by Dina W. Pradel (vice president, Y2M), Hannah Riley Bowles (professor, Harvard Kennedy School), and Kathleen L. Mcginn (professor, Harvard Business School), first published in the Negotiation newsletter. Businesspeople often wonder whether men or women are better negotiators. According to research, gender is not a reliable predictor of … Read More 

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Gender matters

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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 More