• Wednesday, March 23, 2011 - 12:00

    An interesting negotiation is taking place regarding the City of Glendale, Arizona’s attempt to keep the Phoenix Coyotes hockey team in Arizona.  The City had been negotiating a deal to help potential owner Matthew Hulsizer purchase the team from the National Hockey League (which acquired the team last year in a bankruptcy proceeding).  The City offered to sell $100 million worth of bonds and give Hulsizer the proceeds to help him purchase the team.  In return, the City would receive rent from the Coyotes for their use of the City-owned hockey arena and other fees.

  • Wednesday, March 9, 2011 - 10:47

    As we find ourselves texting, tweeting, blogging and messaging more than ever and we see social media’s extraordinary impact in recent world events, it’s obvious this media will continue to grow in use and influence.  For us, LinkedIn and Facebook have been quite valuable in helping us build rapport and identify mutual interests with both our clients and negotiation counterparts.

  • Wednesday, March 2, 2011 - 12:00

    When should you put things in writing during the offer-concession stage of a negotiation?

    First, understand the impact of something in writing – it appears more definite and inflexible than equivalent spoken words and provides you with more credibility and legitimacy.

  • Wednesday, February 23, 2011 - 12:00

    Share your most interesting negotiation experience, observation or story and possibly win a $250 prize. To participate, join our LinkedIn group: Negotiation Forum – ExpertNegotiator and post a comment (start a discussion) there.  The contest runs through March 29, 2011.

  • Wednesday, February 16, 2011 - 12:00

    A recent Thunderbird School of Global Management study evaluating whether Negotiation Planning and Management (NPM) software helps negotiators improve their results reached the following conclusions:

    1. Negotiators using NPM software improved their results by as much as 17.5%.

  • Wednesday, February 9, 2011 - 12:00 reported today that just resumed “talks between North and South Korea collapsed” after “the North Korean delegation walked away from the negotiating table less than five hours after the second round of talks had begun.”

    Why would your counterpart walk out? Usually for one or more of the following possible reasons:

  • Wednesday, January 26, 2011 - 11:09

    I’m a naturally curious person. When I meet new people I like to find out what they do, where they’re from, what they like and what makes them tick. This trait helps in my negotiations. Honest rapport building is important because it helps build trust and facilitates collaborative information sharing. Studies show we are more likely to say “yes” to someone we know and like.

  • Wednesday, January 19, 2011 - 12:00

    In Marquette University law professor Andrea Kupfer Schneider's 2002 study evaluating lawyers' negotiation styles, the most effective negotiators were described by their peers as (among other things):

  • Wednesday, January 12, 2011 - 12:00

    NBA player Jared Dudley recently tweeted, "I need all NBA players to save there (sic) money.  Be prepared to live without a check for at least a year.  This is serious.”  Jared is referring to the possibility that the players may be locked out by the owners next season if the two sides are unable to agree to a new collective bargaining agreement.

  • Wednesday, January 5, 2011 - 12:00

    A New York Times article about a proposed buyout of J. Crew mentioned that several potential suitors “have been studying J. Crew’s books.”  Obviously, when deciding to potentially spend $3 billion, completing your due diligence is of utmost importance.  Unfortunately, in other contexts negotiators frequently find it easy to skip the information gathering stage and start negotiating prematurely – often with disastrous results.

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