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Tips for Using Independent Standards

Posted March 3rd, 2010

In its Small Business Questions & Answers section, CNNMoney.com suggests one way to fairly set employee salaries is to rely on third-party salary surveys.

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The Power of Objective Criteria

Posted February 24th, 2010

Consider this quote from a recent New York Times article about Derek Jeter playing in the last year of his 10-year, $189 million contract: "Per team policy, the Yankees do not negotiate contract extensions during the season."

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Making Your Counterpart’s Plan B a Reality

Posted February 18th, 2010

Wal-Mart recently provided an example of how you can obtain a better deal by making your counterpart's less attractive alternative, or Plan B, a reality.

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Flipping a Coin

Posted February 10th, 2010

I don't usually read Hollywood gossip stories but this headline from USA Today, "Kate Walsh, ex to divide assets by flipping a coin" caught my attention.

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List Your Information Needs

Posted February 3rd, 2010

In her recent FT.com column, Memory doesn't matter when you have the net, Lucy Kellaway humorously recounts recent memory lapses and multi-tasking failures.

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Your Reputation: Hard to Build, Easy to Harm

Posted January 27th, 2010

In light of Toyota's unprecedented decision to recall and stop selling eight car models, this New York Times excerpt caught my attention: "In its drive to become No. 1 in worldwide sales, Toyota may have left its reputation vulnerable."

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Know What the Other Hand is Doing

Posted January 20th, 2010

In December, GE CEO Jeffrey Immelt disclosed NBC would lose an estimated $200 million on the Winter Olympics.

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Google’s Threat

Posted January 13th, 2010

Google announced yesterday it was seeking permission from the Chinese government to operate an unfiltered search engine.

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To Compete or Problem-Solve?

Posted January 6th, 2010

A friend recently purchased a used car "as is" for around $5,000 from a dealer. About 45 days later the transmission tanked.

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The Power in Numbers Ploy

Posted December 30th, 2009

In a Forbes.com article last week, Jerry Kennelly, a 30-year Silicon Valley veteran, described a negotiation he was involved in while at Inktomi, one of the first internet search engines, as follows:

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Traveling? Negotiation helps to get you there
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Last week I had two canceled flights, a car service that didn't show up, a cab driver who didn't know where he was going, a missed flight connection that forced me to stay overnight in Philadelphia...
                                                                                      


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