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Negotiation
Checkmate: Early Moves Define Negotiation
May 27, 2015
The Litigation Section of the State Bar of Texas recently published Don Philbin’s article entitled “Checkmate: Early Moves Define Negotiation Outcomes” in its newsletter. In his article, the Chair of the Texas Bar’sADR Section discusses the insight predictive analytics can provide to negotiators. According to Mr. Philbin, negotiations typically follow predictable social conventions and, much like chess, the first few moves are likely to set the board. In addition, advanced analytics suggest: Anchoring...
May 27, 2015
The Litigation Section of the State Bar of Texas recently published Don Philbin’s article entitled “Checkmate: Early Moves Define Negotiation Outcomes” in its newsletter. In his article, the Chair of the Texas Bar’sADR Section discusses the insight predictive analytics can provide to negotiators. According to Mr. Philbin, negotiations typically follow predictable social conventions and, much like chess, the first few moves are likely to set the board. In addition, advanced analytics suggest: Anchoring...
Networking When You Hate Talking to Strangers
May 24, 2015
The power of serendipity is hot in business circles. Silicon Valley campuses have been constructed to foster more “random collisions.” One key to creativity, many thinkers say, is unexpected interactions. “Create spaces where you’re wandering around and exposing yourself to new people,” John Hagel of Deloitte’s Center for the Edge told me in an interview. And venture capitalist Anthony Tjan and his colleagues conducted an expansive survey of entrepreneurs that revealed a quarter of them...
May 24, 2015
The power of serendipity is hot in business circles. Silicon Valley campuses have been constructed to foster more “random collisions.” One key to creativity, many thinkers say, is unexpected interactions. “Create spaces where you’re wandering around and exposing yourself to new people,” John Hagel of Deloitte’s Center for the Edge told me in an interview. And venture capitalist Anthony Tjan and his colleagues conducted an expansive survey of entrepreneurs that revealed a quarter of them...
Negotiation Situations: Examples of When Negotiators Assume Too Much
May 23, 2015
Negotiation situations, examples of when negotiators know too much or too little at the bargaining table, and how to deal with information asymmetry in negotiation Negotiation situations, examples including when negotiators assume too much about their counterparts at the bargaining table, present unique challenges to negotiators, each depending on the overall bargaining situation and context. One pitfall is that decision makers often overlook others’ viewpoints. When we do take others’ thinking...
May 23, 2015
Negotiation situations, examples of when negotiators know too much or too little at the bargaining table, and how to deal with information asymmetry in negotiation Negotiation situations, examples including when negotiators assume too much about their counterparts at the bargaining table, present unique challenges to negotiators, each depending on the overall bargaining situation and context. One pitfall is that decision makers often overlook others’ viewpoints. When we do take others’ thinking...
Dealing with Difficult People? First Look in the Mirror
May 20, 2015
We’ve all faced the challenge of dealing with difficult people – those who refuse to give you what you want in negotiation for no clear reason other than sheer stubbornness. But dismissing others as stubborn, irrational, and difficult is typically a mistake. When dealing with difficult employees, clients, customers, and others, the most important step you can take is typically to stop looking at them as stubborn and to begin listening closely to their concerns. Take the case of a new multinational...
May 20, 2015
We’ve all faced the challenge of dealing with difficult people – those who refuse to give you what you want in negotiation for no clear reason other than sheer stubbornness. But dismissing others as stubborn, irrational, and difficult is typically a mistake. When dealing with difficult employees, clients, customers, and others, the most important step you can take is typically to stop looking at them as stubborn and to begin listening closely to their concerns. Take the case of a new multinational...
Negotiation Ethics and Bias in Negotiation
May 15, 2015
As we’ve discussed in previous articles about negotiation examples in business, a negotiator’s beliefs concerning negotiation...
May 15, 2015
As we’ve discussed in previous articles about negotiation examples in business, a negotiator’s beliefs concerning negotiation...
Think You Have Game for Negotiating?
April 27, 2015
Negotiation 360 Lawyers like to think that for negotiating, they’ve got game. But there’s always room for improvement at the bargaining table. A new mobile resource from Harvard Business School professor, author and recovering lawyer Michael Wheeler, who teaches and writes about negotiation, may help hone your ability to nail down agreements and resolve disputes. Negotiation 360, a $2.99 (but who’s haggling?) iOS app, starts with a self-assessment test that enables you to determine your...
April 27, 2015
Negotiation 360 Lawyers like to think that for negotiating, they’ve got game. But there’s always room for improvement at the bargaining table. A new mobile resource from Harvard Business School professor, author and recovering lawyer Michael Wheeler, who teaches and writes about negotiation, may help hone your ability to nail down agreements and resolve disputes. Negotiation 360, a $2.99 (but who’s haggling?) iOS app, starts with a self-assessment test that enables you to determine your...
Creating Value in Integrative Negotiations: Myth of the Fixed-Pie of Resources
April 27, 2015
Creating value is the name of the game in integrative negotiations but these principles can also apply to the highly competitive...
April 27, 2015
Creating value is the name of the game in integrative negotiations but these principles can also apply to the highly competitive...
Conflict Negotiators Turn to Miss Universe
April 26, 2015
Miss Universe Engages in Conflict Resolution Negotiations in Columbia Can a beauty queen lend a hand to help end half a century of conflict in her home country? Newly crowned Miss Universe Paulina Vega believes she can, and Colombia’s FARC rebels appear to agree. The South American nation’s first Miss Universe since the 1950s hasn’t been shy about expressing her hopes that two years of negotiations between the rebels and the government will succeed, telling an interviewer in January that...
April 26, 2015
Miss Universe Engages in Conflict Resolution Negotiations in Columbia Can a beauty queen lend a hand to help end half a century of conflict in her home country? Newly crowned Miss Universe Paulina Vega believes she can, and Colombia’s FARC rebels appear to agree. The South American nation’s first Miss Universe since the 1950s hasn’t been shy about expressing her hopes that two years of negotiations between the rebels and the government will succeed, telling an interviewer in January that...
Analyzing Complex Negotiations
April 21, 2015
Complex negotiations have been conducted for a long time, although until somewhat recently analysts had yet to conceptualize their fundamental nature, their essential elements, and the relationship between these elements. Over the past forty years, however, scholars have gained increasing understanding of the forces that shape negotiation complexity. In this article, I first review literature that has explored complex negotiations, which is found primarily in negotiation studies, and studies of international...
April 21, 2015
Complex negotiations have been conducted for a long time, although until somewhat recently analysts had yet to conceptualize their fundamental nature, their essential elements, and the relationship between these elements. Over the past forty years, however, scholars have gained increasing understanding of the forces that shape negotiation complexity. In this article, I first review literature that has explored complex negotiations, which is found primarily in negotiation studies, and studies of international...
Susskind on Negotiation Theory
April 17, 2015
“Standard negotiation theory stresses the need to brainstorm value-creating tradeoffs. The study of improvisation adds another step: to create value, don’t just think outside the box; remain attentive to the mood, posture, and unspoken signals your counterpart offers. Improvise questions aimed at maximizing value and opportunities for both of you, then listen carefully to how the other side responds. Winning in this situation means listening for entirely new opportunities. Practice being more...
April 17, 2015
“Standard negotiation theory stresses the need to brainstorm value-creating tradeoffs. The study of improvisation adds another step: to create value, don’t just think outside the box; remain attentive to the mood, posture, and unspoken signals your counterpart offers. Improvise questions aimed at maximizing value and opportunities for both of you, then listen carefully to how the other side responds. Winning in this situation means listening for entirely new opportunities. Practice being more...
