Latest Posts
-
Are You the “Wimp” in Wimp-Win Negotiations?
If both parties in a negotiation end up better off than before the deal, that’s a win-win, right? Wrong. A common misconception about win-win leads some negotiators to aim low, focus on their break points, and rush to compromise without fully advocating for their interests. The other party gets a favorable deal (the “win”), while…
-
Don’t Overdo the Poker Face: Why Nuance Matters in Negotiation
I enjoy the occasional poker game. There’s something fascinating about the strategy, the reading of subtle cues, and the delicate balance of risk and reward. It’s a game that sharpens your ability to analyze others, manage your emotions, and think a few steps ahead — skills that undoubtedly translate to the negotiation table. But there…
-
Emotions in Negotiation — A Secret Weapon or Hidden Saboteur?
Ever been told to “leave emotions out of it” for your negotiations? It’s common advice, but here’s the truth: Emotions don’t vanish just because you try to ignore them. They have a sneaky way of showing up — whether in your body language, tone of voice, or your phrasing. Ignoring emotions can actually undermine your…