Negotiation Columns & Blogs

Gender-Based Tendencies Impact Salary Negotiations

Last Friday's Washington Post included a list from Carnegie Mellon Professor Linda Babcock contrasting salary negotiation differences between men and women. She has found: • Women, on average, ask for 30 percent less money than men • Men are eight times more likely...

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Goal-Setting Not Simple

"Bailout Flips Confuse Market," read the Arizona Republic headline this week in describing the U.S. Treasury Department's "scattershot" efforts to stabilize our economy. Just five weeks after Congress passed a $700 billion bailout package focused on buying troubled...

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Everything is Negotiable – Not!

"I've got this thing, and it's (expletive) golden... and I'm just not giving it up for (expletive) nothing. I'm not gonna do it." This quote, from Illinois Gov. Rod Blagojevich in allegedly conspiring to sell President-elect Barack Obama's Senate seat (which...

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Difficult Times Lead to Stronger Borrower Leverage

According to the The New York Times recently, lenders are "rushing to round up what money they can (from delinquent borrowers) before things get worse, even if that means forgiving part of some borrowers' debts." This is due to an expected large increase in credit...

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SaaS and Marriage

A recent article about SaaS (software as a service) application contracts describes the vendor/customer relationship as "more like marriages than experimental flings. This analogy caught my eye because it highlights the need to tailor your negotiation approach. When...

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Retail Negotiating Going Up

According to a survey by the market-research firm Research Group, 72% of American consumers reported negotiating over a retail purchase in the past four months. This is up from a year earlier when only 56% of respondents reported they had done so. Britt Beemer,...

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Getting Paid and the Reciprocity Rule

In a recent Financial Times article about "speeding up the process of wringing money out of late payers," one business owner offered that "the best method is to have a good relationship with a client's accounts department." He suggested finding out "who signs the...

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Contract Writing and Negotiations

In most cases, significant deals should be reduced to enforceable written contracts. Preferably, you and/or your lawyer should draft them and you should have standard templates for your standard agreements. Doing so has several advantages: 1) Your first draft becomes...

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Keep Your Cool

A recent CNN article about managing negative emotions in the workplace points out that in tough times, keeping your cool is essential. The same typically holds true in the negotiation context. Tempers often flair in high-stakes negotiations and this can lead to an...

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Problem-Solving is Key in Salary Negotiations

Are you looking for a job or wondering what - if any - raise to expect this year? Here are a couple suggestions for negotiating your salary and other terms of employment, especially in this tough economic environment. Assuming your employer or potential employer will...

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Deadline’s Impact on a Job Opportunity

One of our seminar attendees was recently laid-off and has interviewed with several potential employers. He received an offer from one, but it came with a 24-hour deadline. While it wasn't his top choice, he hasn't heard from the other companies yet. First, let's...

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Does Consumer Anger Pay Off?

In a recent article in the Journal of Consumer Research, Eduardo B. Andrade and Teck-Hua Ho explore "emotional gaming" in consumer behavior - concealing your actual emotional state or displaying one different from your actual emotional state to try to improve the...

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Dealing with (Feigned) Irrationality

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...

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Top Ten Impasse-Breaking Strategies

Keeping with the "Top Ten" theme from last week, here are my Top Ten Impasse-Breaking Strategies: 1. Get or share more information 2. Switch objective criteria 3. Prioritize needs and interests 4. Brainstorm options 5. Set deadlines 6. Temporarily put aside the issue...

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