Blog

  • Wednesday, July 22, 2009 - 07:04

    In many sophisticated negotiations, each party will find independent standards like market value, precedent, expert opinions, etc., that favor their side and will use their most favorable standards to independently justify the "fairness" of their positions.

  • Wednesday, July 15, 2009 - 05:41

    Why should you use objective criteria to support your moves or offers and concessions in a negotiation? Because we derive power and legitimacy from the perception that our standards and criteria are based on objective, independent factors. If our positions are based on truly objective, independent standards, our counterparts will more likely conclude our position is truly "fair and reasonable."

  • Wednesday, July 8, 2009 - 06:24

    The Financial Times reported this week that AIG has reopened talks with MetLife for the sale of AIG's American Life Insurance Company (Alico) subsidiary.

  • Wednesday, June 24, 2009 - 11:51

    The future of the Formula One racing series is uncertain after negotiations between the FIA, the sport's governing body, and FOTA, the racing teams' association, broke down over the FIA's plan to impose a budget cap for next season.

  • Wednesday, June 17, 2009 - 05:14

    Keeping with the "Top Ten" theme from last week, here are my Top Ten Impasse-Breaking Strategies:

  • Wednesday, June 10, 2009 - 10:29

    Effectively and efficiently gathering strategic information is a critical but often underutilized part of the negotiation preparation process. Here are my Top Ten Information-Gathering Tactics:

    1. Leave your ego at the door

    2. Be sincere

    3. Establish trust

    4. List your information needs

    5. Do the "big schmooze"

  • Thursday, June 4, 2009 - 06:03

    Data Domain, a data storage company, is currently the target of an aggressive bidding war between NetApp and EMC. Data Domain is the industry leader in its product niche and both suitors seek to use their larger resources to gain control of this growing new market.

  • Wednesday, May 27, 2009 - 05:37

    After its nuclear test on Monday which generated international condemnation, North Korea reportedly fired several short-range missiles the following day. These actions by North Korean leader Kim Jong-il - who has been accused of acting and being irrational - raises the question of what you should do if you're faced with someone similar.

  • Wednesday, May 13, 2009 - 05:36

    In a recent article in the Journal of Consumer Research, Eduardo B. Andrade and Teck-Hua Ho explore "emotional gaming" in consumer behavior

  • Wednesday, May 6, 2009 - 15:18

    The New York Times will soon start a consumer advocate column in which its advocate will solicit consumer complaints and selectively intercede and negotiate on their behalf.

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