UNIFY UNIFY UNIFY- Two Ways to Get Your Team Ready

By |January 23rd, 2019|

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 [...]

Three ways to make the complex dealmaking process easier.

By |January 23rd, 2019|

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 [...]

Why Did Thousands of People Start Virtual Trade Wars?

By |April 5th, 2018|

A post on 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 [...]

Four Different Negotiation Goals? Here’s Why

By |July 2nd, 2014|

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 [...]