Negotiation: Use more head, less heart

November 1, 2006
Humans are not exactly rational creatures, and negotiating ranks among the least rational of our activities. Consider this explanation from researchers Keith Stanovich of the University of Toronto and Richard West of James Madison University:

Finding common ground is the key

December 1, 2004
Whether negotiating a deal or arguing your point, its much more effective to emphasize whatever you have in common with your opponent than the differences.

When negotiating, take the right side

December 1, 2004
In high-stakes negotiations, sitting across the table from your opponents ends the signal that you are enemies, not collaborators who are looking for solutions that meet both your needs.