persuasion

The following items are tagged persuasion:

International Negotiation Strategies

Posted by & filed under International Negotiation.

Negotiation researchers have reached many fascinating discoveries about how people negotiate, such as uncovering flaws in our decision making and identifying useful persuasion techniques. But a great deal of this research has been conducted in Western cultures, and particularly the United States, leaving open the question of whether the results—and the advice they inspire—apply across … Read More 

Using Body Language in Negotiation

Posted by & filed under Negotiation Skills.

Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the telephone or Internet. As convenient as electronic media may be, they lack the visual cues that help convey valuable information and forge connections in face-to-face talks. Without access to gestures and facial expressions, those who negotiate … Read More 

Contingency Contracts in Business Negotiations

Posted by & filed under Business Negotiations.

Question: Lately I have been hearing a lot—both in the news and on the job—about companies using contingencies in contracts. Given that I sometimes negotiate deals that entail a lot of risk regarding how future events will play out, I am interested to know how contingencies work and how I might use them. … Read More 

5 Good Negotiation Techniques

Posted by & filed under Negotiation Skills.

You’ve mastered the basics of good negotiation techniques: you prepare thoroughly, take time to build rapport, make the first offer when you have a strong sense of the bargaining range, and search for wise tradeoffs across issues to create value. Now, it’s time to absorb five lesser-known but similarly effective negotiation topics and techniques that … Read More 

5 Types of Negotiation Skills

Posted by & filed under Negotiation Skills.

Businesspeople who are looking for effective negotiation strategies often confront a dizzying array of advice. It can be useful to take a step back and categorize these strategies into various types of negotiation tactics. Highlighting the benefits of negotiation in business, the following five types of negotiation tactics can help you think more broadly about … Read More 

Ask A Negotiation Expert: Confronting Bias Constructively

Posted by & filed under Leadership Skills.

For her new 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 of Business, drew on her research on unconscious bias to write the quintessential guide to standing up for our beliefs. In a conversation with Negotiation Briefings, she … Read More 

Claiming Value in Negotiation: Do Extreme Requests Backfire?

Posted by & filed under Dealmaking.

Negotiators often wonder how they can get the biggest slice of the pie when claiming value in negotiation. Certain deal-making techniques can be useful, such as the well-known “foot in the door” technique, which is designed to get people to comply with a large request by securing their agreement to a smaller one first, and … Read More 

Negotiation in the news: How Jeff Flake went from “Yes” to “Maybe not” (and back to “Yes”)

Posted by & filed under Dealing with Difficult People.

On the morning of September 28, Republican senator Jeff Flake of Arizona announced he would vote in favor of U.S. Court of Appeals judge Brett Kavanaugh’s nomination to the U.S. Supreme Court. A week later, on October 6, Flake did just that. But in between those two events, the intervention of two protestors and a Democratic … Read More 

The Anchoring Bias Can Get Talks off to a Strong Start

Posted by & filed under Negotiation Skills.

Should you make the first offer in a negotiation? Typically yes, abundant research on the anchoring bias suggests. What is anchoring in negotiation? In negotiations centered on price or another figure, the party who moves first typically benefits by “anchoring” the discussion that follows on her offer—even if the anchor is arbitrary. For example, the … Read More 

A Contingent Agreement Can Allow Negotiators to Agree to Disagree

Posted by & filed under Negotiation Skills.

Negotiators often try to overcome their differences of opinion about how future events will unfold through persuasion techniques. A more fruitful approach might be to “bet” on your differing views with a contingent agreement. By adding incentives or penalties based on future performance to your contract, you protect both parties against risk. … Read More 

Building Consensus, One Justice at a Time

Posted by & filed under Dealmaking.

When U.S. Supreme Court Justice Anthony Kennedy announced on June 27 that he would retire at the end of July, many conservatives were jubilant, while many on the political left were devastated. These opposite reactions grew out of shared beliefs: that President Donald Trump will nominate a right-leaning judge to replace Kennedy, the frequent swing … Read More 

The “Door in the Face” Technique: Will It Backfire?

Posted by & filed under Dispute Resolution.

In a classic and rather amusing study from 1975, Arizona State University professor Robert Cialdini and his colleagues sent research assistants around campus posing as employees of the county’s juvenile detention center. They stopped people randomly on walkways and asked them if they would consider chaperoning a group of juvenile delinquents on a day trip … Read More 

Success & Messes: “Chuck and Nancy” find their leverage

Posted by & filed under Dealmaking.

What’s our leverage? U.S. Senate minority leader Chuck Schumer asked himself that question continually during the congressional recess this August, he told the New York Times, following the Republicans’ multiple failed attempts to repeal the Affordable Care Act. By answering that question, Schumer and House minority leader Nancy Pelosi were able to set up their party … Read More 

How the “Party of No” Didn’t Get to Yes

Posted by & filed under Conflict Resolution.

For Republican leaders, the desire to repeal President Barack Obama’s signature health-care legislation, the Affordable Care Act (ACA), has been a unifying goal for seven years. So it was no surprise that after Donald Trump won the presidency and the Republicans retained both houses of Congress in the 2016 election, they made health-care reform their … Read More 

Dear Negotiation Coach: Perfect Pitch: Make Your Ideas Resonate in Negotiation

Posted by & filed under Negotiation Skills.

Q: I’ve pitched many great ideas for change to my organization, but management never takes action on any of them. Even when my organization specifically requests ideas for new products or processes, it’s always a colleague’s idea that gets chosen over mine. Negotiators are good at persuasion. Do you have any tips to increase my … Read More 

Entrepreneurs: Prepare to overcome key negotiation challenges

Posted by & filed under Negotiation Briefings Articles, Negotiation Skills.

Start-ups and individual entrepreneurs often encounter roadblocks when negotiating with potential partners and investors. When you are trying to sell others on your big idea or venture, you face the daunting challenge of convincing them that it’s worth their time, money, and effort. And even as you’re drawing on all your powers of persuasion to … Read More 

For More Productive Talks, Complement Your Partner’s Style

Posted by & filed under Negotiation Skills.

Negotiators who adapt their behavior to the other party may reap gains. In negotiation, we bring our unique personalities and styles to the table. A reserved, cautious person is likely to bargain differently than someone who is outgoing and proactive, for example. There is much we can do to improve our negotiation performance—such as preparing thoroughly … Read More 

Corruption: The Unaddressed Elephant on the Global Stage

Posted by & filed under Daily, Events, The Kelman Seminar.

The Herbert C. Kelman Seminar on International Conflict Analysis and Resolution is pleased to present: Corruption: The Unaddressed Elephant on the Global Stage with

William English Research Director of the Edmond J. Safra Center for Ethics and Research, Fellow at the Harvard Initiative for Learning and Teaching  and

Vladimir Radomirović  Serbian Investigative Journalist, 2015 Nieman Fellow Monday, May 4, 2015 4:30 PM – 6:00 PM CGIS South, Room … Read More 

The German Chancellor Seizes the Day, with Hesitation

Posted by & filed under International Negotiation.

Some negotiators make a strong impression through bold opening statements and mesmerizing presentations. Others sit back, closely observing their counterparts and gathering information before making any decisive moves. German chancellor Angela Merkel is the latter type: quiet, watchful, and slow to act. Her style springs from many factors, writes George Packer in a profile of Merkel … Read More 

Negotiation Skills: A Failure to Communicate

Posted by & filed under Negotiation Skills.

Question: I’ve just finished reading the recent book No One Would Listen: A True Financial Thriller (Wiley, 2010) by Harry Markopolos, the whistle-blower in the Bernard Madoff scandal. Why do you think Markopolos was so ineffective at persuading the Securities and Exchange Commission (SEC) that Madoff was a fraud? What does this story tell us … Read More 

Dealing with negotiation power plays

Posted by & filed under BATNA.

In negotiation, visions of collaborating to create new sources of value can quickly evaporate when the other party engages in a power play—such as penalizing us financially, attacking our reputation, walking away, or threatening to do all of the above. Suddenly we find ourselves on the defensive, scrambling to do more than just break even. That’s … Read More 

Nelson Mandela: Lessons from a “master negotiator”

Posted by & filed under Leadership Skills.

Some people learn to negotiate on the job, in a classroom, or in a therapist’s office. In Nelson Mandela’s case, “prison taught him to be a master negotiator,” writes Bill Keller in his New York Times obituary of the legendary activist-turned-president, who died on December 5 of last year. Soon after his arrival at South Africa’s … Read More 

Bet you didn’t know…A closer look at seeing eye to eye

Posted by & filed under Negotiation Skills.

Eye contact is often touted as a winning persuasion tool in negotiation and other realms, including politics and law. Yet past research attesting to eye contact’s persuasive power typically has studied the gaze of the speaker, not that of the listener, leaving open the question of whether eye contact even occurred. In a new study, Frances … Read More 

To capture the force, be patient

Posted by & filed under Business Negotiations.

On October 30, 2012, Robert A. Iger, CEO of the Walt Disney Company, announced that Disney was acquiring Lucasfilm, the film-production company known primarily for the spectacularly successful Star Wars film franchise. Following lengthy negotiations, George Lucas, Lucasfilm’s founder and sole shareholder, had agreed to sell his company for $4.05 billion, an amount split roughly … Read More 

Lessons from the new wave of high-stakes deals

Posted by & filed under Business Negotiations.

The $23 billion acquisition of H.J. Heinz. Michael Dell’s planned $24 billion buyout of his namesake computer company. The $11 billion merger of American Airlines and US Airways. Office Depot’s $976 million, all-stock acquisition of OfficeMax. These high-flying deals were announced one after the other this past February. The mad rush to consolidate and partner signaled … Read More 

Knowledge of Biases as an Influencing Tool

Posted by & filed under Negotiation Skills.

Past Negotiation articles have highlighted many of the cognitive biases likely to confront negotiators. Work by researchers Russell B. Korobkin of UCLA and Chris P. Guthrie of Vanderbilt University suggests how to turn knowledge of four specific biases into tools of persuasion. … Read More 

Choose the right messenger

Posted by & filed under Negotiation Skills.

The evidence from social science is clear: people’s behavior is powerfully influenced by the actions of those who are like them. A classic study by Harvey Hornstein, Elisha Fisch, and Michael Holmes found that New York City residents were highly likely to return a lost wallet after learning that a “similar other”—another New Yorker—had first … Read More 

Are you asking enough questions?

Posted by & filed under Negotiation Skills.

At the time of the final presidential debate between President Jimmy Carter and challenger Ronald Reagan during the 1980 election campaign, the U.S. economy was tanking and the Iranian hostage crisis smoldering. Ronald Reagan used his concluding statement of the debate to address a string of questions to the nation that highlighted Carter’s vulnerabilities: “Are … Read More 

Winning in the New Century Means…

Posted by & filed under Conflict Resolution.

Co-authored by Pierre Pettigrew, Mark Freeman, Robert C. Bordone, Reza Nasri, Balaji Chandramohan In the 21st century, the power to persuade will be a more practical and useful tool for settling disputes than flexing either military or economic muscle. In this posting, Robert C. Bordone, Thaddeus R. Beal Clinical Professor of Law and Director of the Harvard … Read More