Focus on the style, strategies of person

I recently attended a program on the intercultural dynamic affecting many negotiations these days, and it highlighted for me three elements we must understand in these environments. Much of this analysis derives from the work of Professor Jeswald Salacuse of the...

Consider Creativity, Framing in Negotiation

I just returned from teaching some executive-MBA students in Singapore and it highlighted some important negotiation lessons we can all incorporate. • Parties frame issues differently. Back in law school, I remember a conversation with a first-year student who knew...

Credibility, knowledge vital

I recently returned from teaching a weeklong negotiation course to a multicultural group of executives in Singapore and it reminded me of some core personal attributes that apply in negotiations across all cultures. 1.       Credibility and Integrity Matter On the...