"Knowledge is power," said Francis Bacon, and that’s especially true in negotiation. Trained negotiators know that factual research is crucial, which includes understanding the numbers well. On-line calculators can help you understand the numbers before [...]
You’d love to be a better negotiator but how can you practice your skills in a safe way? A simple real-life exercise costs lets you do just that. It can also help you learn to [...]
Is it rational to love your neighbor, even if he does you harm? For negotiators, the question is central. How DO you respond to someone who is hurting you? Is negotiation uncharitable? Is love irrational? [...]
Your boss tells you to get more for your product; your client tells you to cut the price. What can you do? A simple but powerful negotiation concept can reveal dozens of valuable answers- and [...]
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 [...]
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 [...]
*Overall Guidance. Check out this site for good guidance on salary negotiation. *Salary Surveys. Google the phrase "Riley Guide Salary" to find an ugly site with beautiful lists of links to salary surveys. Some of [...]