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.

Can it come down to who nods better?

October 13, 2021
How you make people feel is both largely expressed by their body language and largely influenced by your own. Body language is the physical, albeit nonverbal, manifestation of emotion. It speaks louder than words, and sometimes even contradicts them.

There’s a strategy even to empathy

October 13, 2021
It’s entirely possible to negotiate with difficult people, either formally in a corporate setting or, as Chris Voss (CEO of The Black Swan Group) once experienced, at customs while trying to reclaim lost luggage in an Australian airport.

Negotiate to the day’s rhythms

October 13, 2021
There is a kind of logic to the best and worst times of day to negotiate. Here are some generalized clock-related rhythms to keep in mind.

Spy vs. spy: The challenge of pre-negotiation research

October 13, 2021
Much work that determines a good outcome in a negotiation is done prior to starting the conversation. Stever Robbins gives some strategic advice for maximizing your pre-negotiating time on an episode of the “Modern Mentor” podcast.

Negotiation Quick Takes: November ’21

October 13, 2021
Draw upon the power of commitment in negotiation … Focus vs. myopia

Dirty tricks done dirt cheap

September 8, 2021
The ruthless always win. Well… not necessarily. Not if you’re ready for their underhanded negotiating tactics. And you can be. Here’s a few dirty tricks the scruple-challenged opposition may employ.

Make ‘change blindness’ work in your favor

September 8, 2021
Sales expert Oren Klaff asserts that identifying and gaining an understanding of human tendencies means you can increase your power of influence over people.

For hardcore negotiators

September 8, 2021
Some believe that when starting off a negotiation, you should try to make your opponent be the one to say “no” first.