“How was it?” asked the New York Times columnist? “Worst thing in my life,” said President Kennedy. “He savaged me.” Kennedy had just emerged from his first and only summit with Soviet Premier Nikita Khrushchev in Vienna [...]
When it comes to advanced negotiation tactics, consider this—Gavin Kennedy, an expert on negotiation, once wrote that “Preparation is the jewel in the crown of negotiating. Get this right, and your performance in the negotiation [...]
A post on 538.com reports 55,000 people tried to practice international trade by playing a virtual trade game and many wound up starting a host of trade wars- puzzling given game theory's prediction they should [...]
Should you always seek ambitious negotiation results? It might seem so. A promising new book by Lawrence Susskind is titled, Good for You, Great for Me:Finding the Trading Zone and Winning at Win-Win Negotiation. I look [...]
Did you know you can create business opportunities by focusing on interests as excellent negotiators do? Secrets Negotiators Know. Negotiators know they can find hidden opportunities in if they (1) learn about the needs of [...]
Students and clients often ask, "how can I cope with nervousness before a negotiation?" We all feel that way. Here are twelve suggestions. 1. Prepare Well. One of the first ways to deal with nervousness is to consider [...]
How can you persuade someone when you're weak, powerless, unsure what's right, and face someone who's confident, powerful, and who doesn't listen well? A surprisingly effective and powerful idea can help a lot. It's called [...]
Administrators often say they can't negotiate with you. They're even less interested in talking about creative options to meet your needs. That’s because their organizations have a strong interest in order and consistency. 'Think inside [...]
A fascinating recent WSJ piece titled, "How and Why to Ban the Silent Treatment from Your Relationship," offered tantalizing keys to saving a relationship, but it left out a powerful way to practice those keys.Fortunately [...]
A woman professor, 'W.' gets an offer to teach at a college and writes to negotiate compensation. Their reply to her: 'we hereby rescind the offer.' What to do? A recent New Yorker post recounts [...]