Can You Cut Costs Better by Collaborating? Is it possible you can save more by working together with vendors or clients than you can through hard bargaining? Conventional wisdom says the way to cut costs is to lean [...]
UNIFY UNIFY UNIFY 1. Help the team listen to each other. It fosters buy-in and cohesion. Case in point: a student project team won a $10,000 prize beating teams from Harvard, Stanford, and UT Texas [...]
Complexity can be overwhelming. That’s why seasoned dealmakers often rely on 1. ‘Framework/detail’ negotiation.First you work out broad features of the deal, then later you (or your lawyers, aides, and subordinates) workout the specifics. For [...]
“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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
8. Go to the Balcony. But what if you don't have a teammate? If you don't (or even if you do), it can be wise to be ready to 'go to the balcony' if you [...]
Prof Freeman, How can I not feel nervous before a negotiation? I enjoy the practice we get in each class, but I can't help feeling nervous. Not just in this class, but with any negotiation. [...]