Negotiating

‘If I let them talk to me instead, they’d buy anything’

January 12, 2022
Listening is arguably the best tool in your shed when it comes to negotiations. But what if you dared to take it to the next level? Some advice from Ed Brodow’s book Negotiation Boot Camp suggests we check our egos at the door and strategically clam up.

Negotiate cautiously with the unwanted

January 12, 2022
Just because your workplace is private property doesn’t mean it’s not essentially a public place. So be careful that asking someone to leave can’t be construed as a civil rights violation.

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?”

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

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.

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.

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.