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.

6 ways to ruin your political network

November 10, 2021
Avoid these 6 obstacles to sustaining alliances.

Here’s a way to test your team’s negotiation skills

November 10, 2021
This October, sixteen teams of University of Manitoba Faculty of Law students competed in the sixteenth annual Robson Hall Negotiation Competition. These third-year students were selected for having excelled in the Legal Negotiation course they took in their second year of law school.

When their pay is on the line, do women and men negotiate differently?

November 10, 2021
A team of USC researchers recently set out to find whether women performed differently than men during a salary negotiation. Their results suggested that neither gender is getting it done to the best of their ability, and if women perform worse in a salary negotiation, it is likely due to systemic, implicit biases among recruiters.

Avoid martyrs—and avoiding becoming one

November 10, 2021
Do you work with a martyr-leader? Or do you suspect that you might be one? Let’s examine the criteria.

6 ways to break toxicity’s grip

October 22, 2021
Here is a basic roadmap of steps to take if you’re seeing signs that you’re running a toxic environment, before it turns from toxic to downright hostile.

How can a grumpy veteran lead a newbie?

October 13, 2021
Q: Sometimes I think I’m doomed as a leader because I listen to what far younger people are saying and I think, “You just don’t get it. You don’t have any life experience. Just wait 20 years and see if you still believe your nonsense.” Am I just a hopeless dinosaur?

For hotheads, establish ground rules

October 13, 2021
Q: I was ready to interview a potential CFO with excellent qualifications when one of his references mentioned that while he was terrific, he also had “a bit of a temper.” I figure that this means it’s actually a big one. How do I bring up my concerns in the interview?

Learn the first law of trial attorneys

October 13, 2021
Of the myriad techniques that trial attorneys learn, perhaps the most important is this: Never ask a question to which you do not already know the answer. Open-ended, ultimate-type questions such as “Why?” are, for example, strictly forbidden.

The 6 steps of paying only what you want

October 13, 2021
On National Public Radio’s “Planet Money,” hosts David Kestenbaum and Robert Smith engage experts on bargaining tactics that surface in familiar situations. One of their guests is Chris Voss, who was a hostage negotiator with the FBI. One day Chris fell in love with a particular SUV. As he tells the story of his pursuit of it, some key negotiating steps come into play.