Articles

Phrase your questions with precision

December 8, 2021
While questions almost always work to your advantage, watch your phrasing. Pay attention to the first word you use to launch your question.

In dealmaking, transparency beats surprise

December 8, 2021
Alexandra Carter shakes loose some of our most ingrained ideas of how to approach negotiation in her book Ask for More. Here’s some of her wisdom from the section titled “What’s the Best Way to Steer?”

Should you include a noncompete in their offer?

December 8, 2021
Teacher and former lawyer Lauren Aydinliyim researches noncompetes. According to her, it’s a matter of employers just following along with what they see other companies doing. In other words, they include it because it’s, well, there.

How to decline a promotion

December 8, 2021
The expectation is that if you have a job, your goal should be to climb the ladder and move into a leadership position. But what if you love your job so much that you want to stay exactly where you are? Take this advice.

Are you negotiating, or just haggling?

December 8, 2021
It’s likely that you’ve bargained with, say, a market vendor about the cost of an item. Eventually, you agreed to a price. “You’re probably thinking you successfully negotiated, but you didn’t. Instead, you haggled,” writes Darren A. Smith of Forbes. “As a leader, you must be able to both haggle and negotiate—and know when one approach is needed over the other.”

Negotiation Quick Takes: January ’22

December 8, 2021
What not to do when employees complain … Give all members a voice

The 6 triggers that make people stop listening

December 8, 2021
Workplace culture expert Tracy Butz writes that there are preparations we must make before entering into any difficult conversation. Avoid these six common conflict triggers—land mines that, if set off, simply make people stop listening to you.

Listen to your anxiety

December 2, 2021
If you feel yourself slipping into “anxious time,” ask yourself these questions.

Be true to your product, your message and yourself

November 10, 2021
To avoid getting caught, liars must remember both their lie and to whom they told it. Honesty, however, eliminates this burden.

In negotiations, downplay your power

November 10, 2021
By deferring to others, the shrewd tactician can extract maximum concessions without having to make rash decisions or succumb to pressure.