How can you respond well when a negotiator tries to use ethically questionable, manipulative tactics on you? ‘Sharp bargaining’ tactics are fairly common in negotiations. Most of us dislike negotiating because in part because we [...]
“See you in court!” Negotiators often think that threatening litigation can help them win concessions from the other side, and sometimes they are right. But what is it really like to litigate? Many years ago [...]
Students occasionally ask me to recommend books and videos on political negotiations. While talks among government officials do have their own special dynamics, they can also offer valuable insights for any student of negotiation. Here [...]
What determines the success of efforts to stop a civil war? We have some answers in a fascinating 2001 Stanford-led study of every civil war in the past 20 years.^^ Among the key findings: it's [...]
You're sitting at your desk when your boss calls you in a panic. A new, post-merger policy shift now threatens your division, her career, and yours. What do you do? Can negotiation skills save you? [...]
So, Mister big shot negotiation professor- how well can you negotiate the purchase of a disposable camera at the Great Wall of China? Not very well at all, it turns out. ^^ I was last [...]
The trucking company insisted on delivering at 6 a.m., making all kinds of noise that woke the neighbors. The building manager was furious. Could key ideas from negotiation training help two tough guys reach agreement? [...]
Seasoned negotiators know it’s not enough to talk to the other side; it’s also critical to keep the team unified. Three brief stories from Vietnam, the Cuban Missile Crisis, and the siege at Waco illustrate [...]
There are times when your job depends on getting colleagues from other departments to agree to do something, and then do it. But what do you do when office politics make them refuse? When they [...]
Most deals have at least one Time Bomb- a serious, foreseeable problem that may well arise later. The 1987 RJR Nabisco merger nearly exploded years later because of an obscure clause the buyers overlooked. Founders [...]