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  • 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

    Cnn.com 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.

  • 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.

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