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  • Wednesday, January 18, 2012 - 08:31

    In my January Arizona Republic column, I pointed out the importance of considering your non-financial goals and interests.

    The negotiation between Jeff Fisher, former head coach of the NFL’s Tennessee Titans, and the Miami Dolphins and St. Louis Rams regarding their vacant head coaching positions is another great example of this.

  • Wednesday, January 11, 2012 - 09:03

    Ryan Seacrest’s contract to serve as the host of Fox Entertainment’s “American Idol” television show expires after this season and the parties are in the process of negotiating a new deal.  Seacrest has hosted the program since its debut in 2002.

  • Wednesday, December 21, 2011 - 12:00

    A headline from yesterday’s Program on Negotiation at Harvard Law School’s blog posed the question, “In negotiation, does personality matter?”

  • Wednesday, December 14, 2011 - 08:28

    The seasonal college football head coaching carousel is in full swing.  These coaches, like coaches and players at the professional level, are typically represented by agents.

    Why?  And when should you hire an agent to represent you in a negotiation?

  • Wednesday, December 7, 2011 - 07:05

    ExpertNegotiator offers a variety of free resources to help you improve your negotiation skills:

  • Wednesday, November 30, 2011 - 12:00

    The shopping madness exhibited on Black Friday is a great example of the power of social proof.  Social proof is the psychological phenomenon where people assume the actions of others reflect correct behavior for a given situation.

  • Wednesday, November 23, 2011 - 07:27

    In a recent Business Insider article, the author summarizes a recent Gartner talk as follows:

    The four big software vendors - Microsoft, Oracle, IBM and SAP - have hidden motives that customers need to understand, otherwise they might be pushed into buying products and services that don't fit their needs.

  • Wednesday, November 16, 2011 - 12:00

    In a New York Times post about the success of recent high-profile entrepreneurs at retaining equity in their companies, Steven Davidoff concludes “[t]hese entrepreneurs appear more savvy than earlier Internet moguls, but their success owes thanks in large part to an old guard in Silicon Valley that is eagerly advising the new generation on the pitfalls” of selling their equity too quickly or cheaply.

  • Wednesday, October 19, 2011 - 12:00

    With Halloween only a hop, skip and jump away, we’re interested in hearing about your negotiation horror stories.  Please share your stories about counterparts who were obnoxious, employed annoying or offensive tactics or otherwise made the negotiation much more difficult than it needed to be.

  • Wednesday, October 12, 2011 - 07:00

    The New York Times reported yesterday that Dollar Thrifty took itself off the market after more than a year of negotiations with potential purchasers.  In August, Dollar Thrifty asked bidders to submit their “best and final offers.”  Avis withdrew from the process in mid-September leaving Hertz as the final suitor.

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