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
Distributive Bargaining Strategies
Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, … Read Distributive Bargaining Strategies
Deceptive Tactics in Negotiation: How to Ward Them Off
Deceptive tactics in negotiation can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep. The benefits of negotiation in … Read This Post
How Mediation Can Help Resolve Pro Sports Disputes
Worldwide, mediation has become a common means of resolving conflict, ranging from divorce to workplace disputes to broken contracts. Yet mediation remains an underused tool for resolving … Read This Post
Managing Difficult Employees: Listening to Learn
Managing difficult employees is one of the biggest challenges that leaders face. When employees seem unreasonable, belligerent, or uncooperative, managers may be tempted either to brush aside … Read Managing Difficult Employees: Listening to Learn
How Timing Can Influence the Anchoring Effect
Back on July 11, 2000, we were offered an excellent case study on the anchoring effect when U.S. president Bill Clinton welcomed Israeli Prime Minister Ehud Barak … Read How Timing Can Influence the Anchoring Effect
At the Louvre, a Negotiation Campaign Paints a Fuller Portrait
A negotiation campaign, mounted by curators at the Louvre Museum to bring Leonardo da Vinci paintings to a major 2019 exhibit, proved incredibly complex but, ultimately, rewarding. … Read This Post