• 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.

  • Wednesday, December 22, 2010 - 12:00

    As I finish up my holiday cards, I’m reminded of a story from Robert Cialdini’s book, Influence: Science and Practice, about a university professor who sent holiday cards to a group of strangers to see what, if any, response he would get.  Amazingly, cards “came pouring back” from the recipients, many of whom didn’t even inquire about who he was.

  • Wednesday, December 15, 2010 - 12:00

    Derek Jeter recently signed a three-year contract worth up to $65 million to continue playing baseball for the New York Yankees.  At the official announcement, Jeter expressed anger that the Yankees had asked him to “go shop” himself to other teams even though Jeter told them he only wanted to play for them. He was also angry this became public knowledge.

  • Wednesday, December 8, 2010 - 12:00

    Here is an example of counterparts in a negotiation beginning the “standards dance” – when the parties identify the most favorable independent standards justifying their position and then negotiate over which is the most fair and reasonable.

  • Wednesday, November 24, 2010 - 12:00

    Most of us have a strong desire to appear consistent. Consistency is valued in our society and is associated with other positive traits like honesty, stability and intelligence. Similarly, most of us will go to great lengths to fulfill our commitments. Psychologist Robert Cialdini calls these tendencies the Commitment and Consistency Principles.

  • Wednesday, November 17, 2010 - 12:00

    In 1938, psychologist Gregory Razran found that his subjects developed a more favorable view of the people and things they experienced while they were eating – a result Razran coined as the “luncheon technique.”

  • Wednesday, November 3, 2010 - 12:00

    In last Sunday’s Dilbert cartoon, Dilbert requests permission from his boss to attend a class to update his skills.  His boss asks for alternatives and Dilbert provides several comic responses including, “replace me with someone younger who earns less than I do and already has the skills.”

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