Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation
In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative … Read This Post
Participative Leadership: What It Can Do for Organizations
Today more than ever, employees want a say in the decisions that affect them. Workers are increasingly demanding input into where and when they work, what they … Read This Post
Power in Negotiation: How Effective Negotiators Project Power at the Negotiation Table
Negotiating power generally comes from one of three sources, according to Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee. … Read This Post
5 Types of Negotiation Skills
Business people 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 … Read 5 Types of Negotiation Skills
Understanding Exclusive Negotiation Periods in Business Negotiations
The clearest method for achieving exclusivity in negotiation is an exclusive negotiation period during which both sides agree not to talk to third parties, even if approached … Read This Post
The Inseparable Link Between Effective Leadership and Communication
Effective leadership and communication go hand in hand, especially when it comes to negotiating a leadership role in an organization. … Read This Post
International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
When two groups are embroiled in a conflict, it is common for the party with less power to have difficulty convincing the more powerful party to sit … Read This Post
How to Manage Difficult Staff: Gen Z Edition
Wondering how to manage difficult staff? Some managers are having trouble with employees who entered the workforce during the Covid-19 pandemic. Here are some tips for dealing … Read How to Manage Difficult Staff: Gen Z Edition
Try a Contingent Contract if You Can’t Agree on What Will Happen
In negotiation, all the goodwill, trust, and cooperation you create can seem useless if you and your negotiating counterpart disagree about how future events may play out. … Read This Post
Contract Negotiation Skills: Setting Yourself Up for Success
Our contract negotiation skills need to go beyond getting a great deal in the short term. As failed partnership on Covid-19 vaccine production illustrates, strong safeguards and … Read This Post
How To Avoid a Business Contract Bidding War
Back in 2014, Nike was the undisputed king of superstar endorsements, dominating the field by paying top talent millions for the right to sell lines of collectible … Read How To Avoid a Business Contract Bidding War
Pros and Cons of Email Communication
The pros and cons of email communication are worthy of consideration, given our continued reliance on email in business negotiations. Research on email negotiations highlights likely pitfalls … Read Pros and Cons of Email Communication