Consulting, Seminars and Mediation
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How many times have you been in a job interview and come across the question about salary expectations? Common wisdom tells us to not make the first offer, which is great on paper, but tends to lead to an impasse. The hiring manager (or board, or President) doesn’t want to move first, in case you [...]
There’s a lot to be afraid of these days. Pundits will tell you the economy has been through worse times, and they’re right. But never before has the economy changed so much, so fundamentally, in so little time. Industrial revolution? A snail’s pace compared to what’s happening with the internet today. So when things go [...]
One of the classic negotiating mistakes is failing to account for changing circumstances. By default, when trying to work out way through a negotiation, especially a conflict, we want to go back to where we were ‘before we got into this mess’ (status quo ante bellum, for those of us who like to use the [...]
In 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 [...]
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 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 [...]
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 [...]
…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)
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 [...]
Synergy People often don’t understand what I do. That’s fairly understandable, as I myself often redefine what it is that I do as I learn more about, well… how I do what I do. Talk about mediation with someone, they generally think about finding the common ground. Talk about negotiation theory and strategy, they generally [...]
