Have you found their implicit need?

July 14, 2021
Negotiators make decisions according to both explicit and implicit needs. Here are two of the most common implicit needs that surface in negotiations, and how you can discover them.

Set the stage for a successful negotiation

July 14, 2021
Imagine you’re headed into a conference room where five unfamiliar people are waiting for you.

The Martha’s Vineyard deal: A case study in push and pull

July 14, 2021
“What I find is that sophisticated practitioners are constantly grappling for control of the rules of a deal at the same time as they’re negotiating its substance,” says Guhan Subramanian, Chair of the Harvard Program on Negotiation. He offers this true anecdote to demonstrate how negotiators can work an unfavorable deal to their advantage.

Facts bore. Tell them a story

July 9, 2021
“Whenever I work with call centers,” writes customer experience expert Lior Arussy in the book Next is Now: 5 Steps for Embracing Change, “I meet people who don’t feel their work has much impact.”

Motivation, that most slippery of beasts

June 9, 2021
“Here’s the dirty little secret about motivation you need to know,” writes Alain Hunkins in Cracking the Leadership Code: Three Secrets to Building Strong Leaders. “You can’t really motivate anyone else.”

What should you fear from the ‘dark triad’?

June 9, 2021
Aggressive, dominant, self-promoting. Manipulative, cynical, strategic. How about risk-taking, impulsive or lacking in empathy. Do any of these traits ring true for anyone you know? How about for yourself?

Not the real deal? Confess it

June 9, 2021
“The costs of imposter syndrome extend beyond the individual,” writes executive coach Alexandra Friedman in an article on called “Overcoming Imposter Syndrome as an Emerging Leader.”

Selling staff on being delegated to

June 9, 2021
If you think delegating assignments is just telling employees what to do, think again: Delegating is more like negotiation.

Move on before salary negotiations bog down

June 9, 2021
Do salary negotiations seem to drag on and on when you’ve got a candidate you want to hire? Do yourself and your job candidates a favor: Announce clearly when you’ve reached the highest salary you can offer.

Negotiation Quick Takes: July ’21

June 9, 2021
Why just tell if you can show? … One question to possibly avoid … Use your voice appropriately.