negotiation know-how

Scientific research shows that many negotiation errors are caused by motivational distortions/positive illusions. Scientific research...

What negotiations between humans and artificial intelligence (AI) could look like. It's Monday morning at 10:21 am. Imagine you are a...

When talking about the negotiation advisory niche, you have to analyze the limits and benefits of said service without judging. Here I...

A dead end should not be an "indecent" word in negotiations. More than seven years ago, the media reported that American toymaker Hasbro...

But what is justice, everyone responds differently. Many very different aspects of the negotiations were in the spotlight in business and...

Successful attacks through preparation, detection of attempts to influence and paraphrasing. Throughout their career, a negotiator will...

If you have a reputation as a cooperative negotiator, you are in the best position to influence your opponent's strategies. Research...

Negotiating with a growling stomach can backfire - eat before the negotiation. As you prepare for your next negotiation, think not only...

The "cable dispute" between CBS and Time Warner shows that "hardball" negotiation tactics are usually ineffective. The threat of...

A neutral intermediary strengthens your position within your own company and helps you to achieve the goals you have set yourself. You...

Get recommendations and review three core competencies with the mediator - and its previous clients. In almost every negotiation, there...

How to prepare for the tough negotiation tactics of your counterpart so as not to be caught off guard in the negotiation To avoid your...

How narrow focus at the negotiating table can get you into trouble. Imagine you are the CEO of a company. Your business has been a bit...

How to successfully anchor your opening offer - and remain silent. Many negotiators feel that they need to support their first offer with...

How invested effort can blind you from the objectivity of price negotiations. Suppose you are the owner of a trendy coffee shop. Not only...

Sometimes business deals are complicated. Especially when friends and family members (F&F ties) are involved. How you can still negotiate...

You don't have to be dead serious in a negotiation. A good dose of humor or laughter can make it easier to reach an agreement. When used...