I was asked to write an article on Conflict Resolution within organizations for the American Chamber of Commerce’s magazine here in the Dominican Republic. Here’s the link, I’m on page 15. A few caveats and observations: The article is in Spanish. If that makes it somewhat difficult to read, bear with me: it was difficult […]
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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 […]