EspañolIn a previous post I spoke about negotiating past the agreement at hand. As promised, here are some things to consider: Does my counterpart’s opinion of myself or the deal matter to me? Unless you are buying a knickknack souvenir on vacation (in which case, feel free to skip this post altogether and enjoy your [...]
Interesting article on cross-cultural communication
July 29, 2010 by Leave a Comment
Ran across this article the other day. What jumped out at me was not so much the article itself, but the comments. Let me know what you think…
Getting past Yes
June 29, 2010 by Leave a Comment
Getting to Yes and Getting Past No are two books on negotiation I find myself recommending to clients, friends, family (and just about everyone else). They’re easy to follow, yet provide game-changing insights to the would-be negotiator. If you haven’t yet read them, amazon.com is your friend. I mention this because what I’m seeing more [...]
Recent Interview
June 1, 2010 by 4 Comments
Is being poorly quoted worse than being misquoted? We gave an interview with a very well-respected journalist who was kind enough to visit us. The title of the interview itself is misleading, as no one ever talked about mediation being vital to arbitration, and I feel the part about tourism was oversimplified to the point [...]
Using Bias to Your Advantage
May 24, 2010 by Leave a Comment
Four excellent reasons to brush up on your negotiation theory (from our friends at Harvard) Adapted from “Knowledge of Biases as an Influence Tool,” first published in the Negotiation newsletter. Articles in Negotiation have highlighted many of the cognitive biases likely to confront negotiators. Work by researchers Russell B. Korobkin of UCLA and Chris P. [...]
Making the First Move
May 24, 2010 by Leave a Comment
Contrary to popular belief, making the first offer can be a powerful tool. See how: (Credit to the Program on Negotiation at Harvard Law School) Adapted from “Should You Make the First Offer?” by Adam D. Galinsky (Professor, Northwestern University). First published in Negotiation Newsletter. Whether negotiators are bidding on a firm, seeking agreement on [...]
Seven Deadly Sins of Negotiation
May 17, 2010 by Leave a Comment
…and Seven Contrary Virtues to see you through (This post deleted because, well…. it sucked. While there were a few good points made (if I do say so myself), forcing it to conform to an artificial framework (7 Sins v 7 Virtues) made it come off forced and artificial. Lesson learned! — Joseph)
Negotiation as Poker — a Study in Cliché
May 5, 2010 by Leave a Comment
I’ve found that most people who make the comparison between poker and negotiation generally know little about either. As I know a little about both, and because there is still some value in the comparison, I’ll brave the cliché. Beginning poker players think it’s all about the big bluff or hitting that fifth spade for [...]
Square peg, round paradigm Part II
April 2, 2010 by Leave a Comment
In my most recent blog, I talked about the error of trying to squeeze a new paradigm into an established mould. It’s been brought to my attention that I may have been a little harsh. A little negative. It was even suggested that I was not *gasp!* my usual cheery self! Perhaps I’m being a [...]
Square peg, round paradigm
March 30, 2010 by Leave a Comment
Innovation isn’t a buffet table. This to say that you can’t take what you want, load your plate, and leave the rest. I was reminded of this in a recent article, ironically enough, on cnn.com In a nutshell, someone over at News International in Britain woke up one day and realized that they might want [...]
