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Attitude, emotions can have impact on negotiation

I recently hired a new executive assistant and one thing came through loud and clear in her interviews – one of our most important mutual interests was our potential compatibility and our respective attitudes toward our responsibilities. She also brought a very...

Logic, feelings can play role in decision – or not

A consulting client recently accepted a very attractive offer to settle a lawsuit despite their pretty accurate analysis that the case – if they took it through trial – would almost certainly result in a much better result. This seems illogical. Yet they were quite...

Dealing with too much commitment

“I feel so committed to my client that I have a really hard time being objective and analytical in my negotiations on their behalf,” a lawyer told me recently. “I really take things personally. What should I do?” This issue, which can also impact those negotiating for...