Consulting, Seminars and Mediation
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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 [...]
Which is easier: learning a skill or learning a behavior? Anyone with kids can tell you how difficult is it to teach someone to be diligent, honest, friendly, attentive to detail, ambitious, or any of a host of traits we hope to instill. Ever notice how some people seem to always be positive and willing [...]
I was asked to write an article on Conflict Resolution within organizations for the American Chamber of Commerce’s magazine here in the Dominican Republic. Here’s the link, I’m on page 15. A few caveats and observations: The article is in Spanish. If that makes it somewhat difficult to read, bear with me: it was difficult [...]
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 [...]
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. [...]
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 [...]
…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)
