Is being poorly quoted worse than being misquoted? We gave an interview with a very well-respected journalist who was kind enough to visit us. The title of the interview itself is misleading, as no one ever talked about mediation being vital to arbitration, and I feel the part about tourism was oversimplified to the point […]
Using Bias to Your Advantage
Four excellent reasons to brush up on your negotiation theory (from our friends at Harvard) Adapted from “Knowledge of Biases as an Influence Tool,” first published in the Negotiation newsletter. Articles in Negotiation have highlighted many of the cognitive biases likely to confront negotiators. Work by researchers Russell B. Korobkin of UCLA and Chris P. […]
Making the First Move
Contrary to popular belief, making the first offer can be a powerful tool. See how: (Credit to the Program on Negotiation at Harvard Law School) Adapted from “Should You Make the First Offer?” by Adam D. Galinsky (Professor, Northwestern University). First published in Negotiation Newsletter. Whether negotiators are bidding on a firm, seeking agreement on […]
Seven Deadly Sins of Negotiation
…and Seven Contrary Virtues to see you through (This post deleted because, well…. it sucked. While there were a few good points made (if I do say so myself), forcing it to conform to an artificial framework (7 Sins v 7 Virtues) made it come off forced and artificial. Lesson learned! — Joseph)
Negotiation as Poker — a Study in Cliché
I’ve found that most people who make the comparison between poker and negotiation generally know little about either. As I know a little about both, and because there is still some value in the comparison, I’ll brave the cliché. Beginning poker players think it’s all about the big bluff or hitting that fifth spade for […]