Latest Posts
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Dealing with a stubborn person
How do you deal with a stubborn person? We’ve all had to face people who simply wouldn’t budge. It happens in all walks of life. In a negotiation, facing an immovable counterpart can be particularly daunting. So how do you create movement? Here are three levers to break through the resistance: ↔️ Shift the dynamics…
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Book Spotlight: Negotiating Rationally (Bazerman & Neale)
Ever wondered why smart people sometimes negotiate irrational deals—or walk away from deals that would benefit everyone? In “Negotiating Rationally,” Max Bazerman and Margaret Neale unpack the psychological traps that cause negotiators to deviate from rational decisions and provide strategies to counteract these biases. Key insights include: ✅ Overcoming the Winner’s Curse When negotiators rush…
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Firmness vs. Appreciation?
Tight deadlines. Vendor tensions. How do you balance firmness and flexibility? Firmness vs. flexibility as opposites on a spectrum only represents one axis. But it often gets confused with another dimension entirely: appreciation. 👉 Being firm doesn’t mean being rude. 👉 Being respectful doesn’t mean being soft. The key lies in shifting focus — away…