How to Make the Anchoring Bias Work in Your Favor
Because of the anchoring bias, opening offers have a strong effect on negotiation. The first offer made in a negotiation serves as an anchor that influences the … Read How to Make the Anchoring Bias Work in Your Favor
3 Ways to Ensure Women in Leadership Are Heard In Group Negotiations
When President Barack Obama first took office, in 2008, one-third of the women in leadership positions in his office were women. Two-thirds of these positions were filled … Read This Post
The Benefits of Finding Joint Gain with Counterparts
SeaWorld and the Humane Society partner on orca stewardship, showing that a joint gain is possible between counterparts. … Read This Post
On Social Media, Business Negotiators Should Post with Caution
When it comes to getting what they want, some business negotiators take it to the social media streets.
Back in May of 2015, actor Harry Shearer, the voice … Read This Post
Successful Team Building Strategies Can Help Pull Off Big Negotiations
Sometimes our negotiations to achieve a desired dream take months. Sometimes they take years. The dream of building a museum of African American history on Washington, D.C.’s, … Read This Post
How to Remain Detached Yet Fully Engaged in Negotiations: Tips for Business Negotiators
“The test of a first-rate intelligence is the ability to hold two opposed ideas in the mind at the same time,” F. Scott Fitzgerald observed, “and still … Read This Post
Negotiation Skills: Ways to Use Power Plays in a Negotiation
Attempts to exercise power can backfire. As a negotiator, you must balance these three risks against the potential benefits of developing and exercising power. … Read This Post
Secret Negotiations: How to Keep Your Talks under Wraps
Secret negotiations are rare, as parties and outsiders often have incentives to leak details to the outside world. But a trio of government negotiations offers tips on … Read This Post
How to Overcome Barriers and Save Your Negotiated Agreement at the Bargaining Table
Back in November 2012, Hostess Brands announced that it had failed to reach a negotiated agreement with its second-biggest union and, as a result, was permanently shutting … Read This Post
The Difficulty of Achieving a Win-Win Negotiation Outcome
In a negotiation, it may help to signal to your counterpart your willingness to engage in bargaining aimed at creating a win-win outcome for both parties. … Read This Post
Mediation: Sitting Down at the Table
One of the central skills of a mediator is the ability to solve problems. And while problem solving skills may lead to successfully negotiated agreements between disputing … Read Mediation: Sitting Down at the Table
When Dealing with Difficult People, Try a Complementary Approach
To hear President Donald Trump tell it, the United States under President Barack Obama had bungled one negotiation after another on the global stage due to an … Read This Post