Negotiation Skills Training: Define Your Negotiation Style
How would you characterize your negotiation style: Are you collaborative, competitive, or compromising? During any professional negotiation skills training, you’re likely to find out your negotiating style … Read This Post
Negotiation Skills: The Science and Art of Receiving Feedback
A negotiation Q&A with Sheila Heen, co-author (with Douglas Stone) of the book, Thanks for the Feedback: The Science and Art of Receiving Feedback Well. … Read This Post
Understanding the Negotiation Skills You Need to Negotiate with Friends and Family
Who achieves the best negotiated agreements: strangers, friends, or romantic partners? In a 1993 negotiation role-play simulation, Margaret Neale of Stanford University and Kathleen McGinn found that … Read This Post
Negotiation Skills and Bargaining Techniques from Female Executives
Dozens of female CEOs and other high-level women negotiators have told us about their experiences negotiating in traditionally masculine contexts where standards and expectations were ambiguous. Their … Read This Post
Make the Most of Your Salary Negotiations
What salary negotiation skills can you use if a potential employer asks you about your past salary? If you earned a competitive wage, your concern may be … Read Make the Most of Your Salary Negotiations
Power in Negotiations: How to Maximize a Weak BATNA
In business negotiations, we tend to assume that it’s the more financially successful party that has an edge. But if that party has a weak BATNA, or … Read This Post
Mediation vs Arbitration – The Alternative Dispute Resolution Process
Many negotiation researchers debating the merits of mediation vs arbitration wonder why alternative dispute resolution mechanisms are not more popular than they currently are. … Read This Post
Business Negotiation Skills to Curb Your Overconfidence
To avoid the pitfalls of overconfidence, you need a clear understanding of how overconfidence is likely to affect your judgments and decisions (and those of your counterparts) … Read This Post
The Value of the Contrast Effect in Financial Negotiations
In financial negotiations, it’s always better when someone accepts your offer rather than rejecting it, right? Actually, rejection can sometimes be the most effective way to get … Read This Post
Negotiation Skills: Four Steps for Changing Negotiation Practices in Your Organization
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 … Read This Post
Business Negotiations: How to Improve Your Reputation at the Bargaining Table
In multi-issue business negotiations, research suggests that the advantage goes to negotiators with a reputation for collaboration rather than competition. In a series of studies by Catherine … Read This Post
Dear Negotiation Coach: Finding New Ways to Improve Hiring Practices
Many people overlook the fact that hiring is a type of negotiation. We negotiate with our colleagues and ourselves about making the right choices, and we negotiate … Read This Post