Conflict Styles and Bargaining Styles
What type of bargainer are you? Many negotiation strategies are “one size fits all,” but our unique personalities and life experiences will shape how we carry out … Read Conflict Styles and Bargaining Styles
How to Negotiate with Friends and Family
“Never do business with friends,” the adage goes. But should you always stay away from an opportunity to negotiate with friends and family? A strict policy of … Read How to Negotiate with Friends and Family
The Door in the Face Technique: Will It Backfire?
Have you ever heard of the door in the face technique? In a classic and rather amusing study from 1975, Arizona State University professor Robert Cialdini and … Read The Door in the Face Technique: Will It Backfire?
Persuasion Tactics in Negotiation: Playing Defense
Persuasion tactics can lead us to make decisions in negotiation that we later regret. Fortunately, there are strategies available that can help us avoid being taken for … Read This Post
Irrationality in Negotiations: How to Negotiate the Impossible
Negotiators often struggle with the task of bargaining with those who behave rashly, reason poorly, and act in ways that contradict their own self-interest. But as it … Read This Post
The Anchoring Effect and How it Can Impact Your Negotiation
Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging … Read This Post
10 Negotiation Failures
Here’s a list of 10 negotiation failures drawn from recent negotiations in the news—including deals that were over before they started and those that proved disastrous after … Read 10 Negotiation Failures
Dear Negotiation Coach: When Silence in Negotiation is Golden
In Western cultures, many people are uncomfortable with silence. We tend to talk on top of one another, with little pause between point and counterpoint. Any silence … Read This Post
M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
In the high-stakes world of mergers and acquisitions (M&As), negotiation missteps can amplify into disasters, and lucky breaks into triumphs. As a result, there is much that … Read This Post
Appealing to Sympathy When Dealing with Difficult Situations
Imagine that you are about to enter into a negotiation. Unbeknown to your counterpart, the stakes are particularly high because you are dealing with difficult situations behind … Read This Post
Negotiation Research Says to Make Stronger First Offers in Multi-Issue Negotiations
Research suggests how to frame your opening offer for maximum advantage in multi-issue negotiations. … Read This Post
How to Manage Difficult Staff
The question of how to manage difficult staff can often be traced back to a pernicious problem in organizations: boredom. Improving employee engagement is often the key … Read How to Manage Difficult Staff