Negotiation
Sweaty Palms and Racing Heart Can Help Negotiate Better While Making Deals
September 2, 2013
A new study suggests that sweaty palms and a racing heart may actually help some people in get a good deal while negotiating over the price of a new car. As researchers Ashley D. Brown and Jared R. Curhan of the Sloan School of Management at MIT demonstrate in two experiments, physiological arousal isn't always detrimental. "It turns out that the effect depends on whether you are someone who dreads or looks forward to negotiating," Brown said. "It's not inherently harmful." In their first...
September 2, 2013
A new study suggests that sweaty palms and a racing heart may actually help some people in get a good deal while negotiating over the price of a new car. As researchers Ashley D. Brown and Jared R. Curhan of the Sloan School of Management at MIT demonstrate in two experiments, physiological arousal isn't always detrimental. "It turns out that the effect depends on whether you are someone who dreads or looks forward to negotiating," Brown said. "It's not inherently harmful." In their first...
Engineering Peace: Achieving the Promise of Mediation in the World’s Most Difficult Conflicts
August 30, 2013
This is the first of a series of four blog postings written by Nadja Alexander , Michael Leathes , Tina Monberg and Irena Vanenkova. Achieving the promise of mediation in conflicts that threaten the stability of societies and economies is one of the most important challenges of our time. Inspiring progress has been made in the past few years by the UN, and political leaders increasingly perceive mediation as vital for avoiding and resolving conflict at all levels in society, worldwide....
August 30, 2013
This is the first of a series of four blog postings written by Nadja Alexander , Michael Leathes , Tina Monberg and Irena Vanenkova. Achieving the promise of mediation in conflicts that threaten the stability of societies and economies is one of the most important challenges of our time. Inspiring progress has been made in the past few years by the UN, and political leaders increasingly perceive mediation as vital for avoiding and resolving conflict at all levels in society, worldwide....
Fretboard Logic: Learning From the Guitar How to Value Your Case
August 29, 2013
The Problem: You think that your client’s pain is so severe and different than the typical client that you value the case substantially higher than the other side will pay. The Solution: Understand what “category” your adversary has put your case in and either accept it or try to create a new category of value. Consider the guitar fretboard for a moment. It is a complex maze of horizontal, vertical and perpendicular dimensions to achieve sound that stretch across a think plank of wood up to 25 inches....
August 29, 2013
The Problem: You think that your client’s pain is so severe and different than the typical client that you value the case substantially higher than the other side will pay. The Solution: Understand what “category” your adversary has put your case in and either accept it or try to create a new category of value. Consider the guitar fretboard for a moment. It is a complex maze of horizontal, vertical and perpendicular dimensions to achieve sound that stretch across a think plank of wood up to 25 inches....
Ramblings of a Neuro-Linguist: The Impact of Voice on Communication
August 28, 2013
Much has been written about the impact of body language on communication. I have in a previous entry addressed the connection between non-verbal communication and the building of rapport. While body language is the commonly used term, I prefer the term non-verbal communication for two reasons. First, the term “body language” is a metaphor that gives one the impression that one’s body signals communicates content, akin to words and sentences. Hence the popularity of views that if one crosses...
August 28, 2013
Much has been written about the impact of body language on communication. I have in a previous entry addressed the connection between non-verbal communication and the building of rapport. While body language is the commonly used term, I prefer the term non-verbal communication for two reasons. First, the term “body language” is a metaphor that gives one the impression that one’s body signals communicates content, akin to words and sentences. Hence the popularity of views that if one crosses...
Why You Cannot Be Replaced
August 28, 2013
Last week at the LinkedIn Group run by Citibank's Women & Co., many people expressed the view that they can't ask for a raise because there are ten other people who are ready, willing and able to take their job for even less pay than they are making now. Au contraire. The loss of human capital cannot be rectified by replacing existing staff (with their good client relations, institutional knowledge and good team relations) with people who must be trained, brought up to speed on company...
August 28, 2013
Last week at the LinkedIn Group run by Citibank's Women & Co., many people expressed the view that they can't ask for a raise because there are ten other people who are ready, willing and able to take their job for even less pay than they are making now. Au contraire. The loss of human capital cannot be rectified by replacing existing staff (with their good client relations, institutional knowledge and good team relations) with people who must be trained, brought up to speed on company...
What’s Better Than Pouting When You Don’t Get A Raise?
August 26, 2013
Take a look over at LinkedIn for Jacky Carter's Citibank Connect Professional Women's Network Blog post on what to do when the boss says "no." Here's a snippet of the advice I conveyed with a link to the entire post below. Negotiation expert Victoria Pynchon recently shared some insightful advice on what not to say when you're trying to get a raise. But what happens when your company stops offering annual raises or your employer denies your request? Here's more advice from Victoria for navigating...
August 26, 2013
Take a look over at LinkedIn for Jacky Carter's Citibank Connect Professional Women's Network Blog post on what to do when the boss says "no." Here's a snippet of the advice I conveyed with a link to the entire post below. Negotiation expert Victoria Pynchon recently shared some insightful advice on what not to say when you're trying to get a raise. But what happens when your company stops offering annual raises or your employer denies your request? Here's more advice from Victoria for navigating...
The Dell Buyout: Michael Dell Weighs His BATNA
August 19, 2013
In negotiation, your best source of power typically is your “best alternative to a negotiated agreement,” or BATNA. By cultivating appealing options away from the table, you free yourself up to walk away in the event of a disappointing deal. In all likelihood, Dell Inc. founder Michael Dell found himself facing such a BATNA analysis in recent days. Back in February, Dell and private-equity firm Silver Lake Partners announced a deal to buy the company for $13.65 a share. Since then, the deal...
August 19, 2013
In negotiation, your best source of power typically is your “best alternative to a negotiated agreement,” or BATNA. By cultivating appealing options away from the table, you free yourself up to walk away in the event of a disappointing deal. In all likelihood, Dell Inc. founder Michael Dell found himself facing such a BATNA analysis in recent days. Back in February, Dell and private-equity firm Silver Lake Partners announced a deal to buy the company for $13.65 a share. Since then, the deal...
Video Presentation – Projecting the Negotiation Process
August 14, 2013
Don Philbin demonstrates Picture It Settled® - a groundbreaking advancement in predictive analytics technology designed to more accurately project outcomes in the process of negotiation and alternative dispute resolution. Watch full presentation (11 min 24 sec)
August 14, 2013
Don Philbin demonstrates Picture It Settled® - a groundbreaking advancement in predictive analytics technology designed to more accurately project outcomes in the process of negotiation and alternative dispute resolution. Watch full presentation (11 min 24 sec)
D&O Rates Rise on Flood of Merger Lawsuits
August 7, 2013
Most finance chiefs working for companies involved in a recent merger or acquisition are well aware of the irritating abundance of legal protests against their deals. Now, however, the omnipresence of so-called “merger objection” lawsuits is hitting companies on another front, helping to drive up the cost of directors’ and officers’ liability coverage by 5 to 10 percent or even higher in the second quarter, insurance brokers say. And that’s been occurring at a time when the rates of cost...
August 7, 2013
Most finance chiefs working for companies involved in a recent merger or acquisition are well aware of the irritating abundance of legal protests against their deals. Now, however, the omnipresence of so-called “merger objection” lawsuits is hitting companies on another front, helping to drive up the cost of directors’ and officers’ liability coverage by 5 to 10 percent or even higher in the second quarter, insurance brokers say. And that’s been occurring at a time when the rates of cost...
Institutional-Grade Lawsuits: Fewer Dismissals, Larger Settlements
August 7, 2013
Securities class action lawsuits have a better chance of going the distance with judges when they are led by institutional investors, a study has found. Between 1996 and 2010, judges dismissed 35% of cases led or co-led by an institutional investor, and 42% that weren't. Stanford University's law school and New York-based Cornerstone Research collaborated on the data as part of their Securities Class Action Clearinghouse project. Having institutional investors on the dockets also bodes well...
August 7, 2013
Securities class action lawsuits have a better chance of going the distance with judges when they are led by institutional investors, a study has found. Between 1996 and 2010, judges dismissed 35% of cases led or co-led by an institutional investor, and 42% that weren't. Stanford University's law school and New York-based Cornerstone Research collaborated on the data as part of their Securities Class Action Clearinghouse project. Having institutional investors on the dockets also bodes well...
