Of Charisma, Respect and Negotiation Success
“Do you know this guy with the green tie?” I ask in my workshops. 8 out of 10 people don’t. This is Steve Wozniak—the co-founder of Apple. Yes, that Apple. The one half the world …
Blog
Minimum to Memorable | Your Brand is your BATNA
How a personal brand is your BATNA, why LinkedIn beats Any Negotiation Tactic and how GenAI is helping you with it. Want to negotiate better fees? Be considered for more opportunities? Move up the …
These “soft skills” are the hardest thing you’ll ever have to learn
I was recently invited to speak at a GC roundtable about what makes or breaks a deal or dispute. It was an impressive circle. Senior in-house counsel who have navigated dozens, if not hundreds of …
Negotiation Skills 101: How a Positive Attitude Enhances Negotiation Success
Has a grouchy waiter ever served you before? You still get your food and pay your bill, but the whole experience is ruined. But that’s the thing about human interactions, including negotiations: a person’s attitude …
Negotiation Skills: Building Trust in Negotiations and Why It’s Important
Successful negotiations need trust. Great preparation, strategies, and tactics play a key role in negotiations, but you will not win successful outcomes without trust. Without trust, negotiations often spiral into competitive cycles where both parties …
Negotiation Skills: Concessions in Negotiation – Strategic Approaches for Win-Win Solutions
Negotiation Skills: Concessions in Negotiation – Strategic Approaches for Win-Win Solutions Have you noticed that great conversations have a fair amount of give and take? Each party takes turns speaking and listening to the other. …
Negotiation Skills 101: Common Cognitive Biases in Negotiations
Try thinking back on some conversations you’ve had with a biased person. They tend to interpret things in ways that don’t seem objective or are clearly self-serving. These tendencies might seem harmless in casual conversations, …
Cognitive Biases in Negotiations: How Fairness Affects Negotiations
As you and your friend walk down the street, you spot a 10-dollar bill. “Cool, let’s split it 50:50” “Good idea, that sounds fair” Now, wait just a minute… Both parties instantly agreed that it …
Negotiation Skills for Lawyers: Win Through Great Negotiation Preparation
Negotiation Skills Rule 101: You don’t prepare, you don’t succeed. When studying for your law degree, have you ever tried sitting for an exam without studying? Even if it’s an open book exam, you won’t …
Cognitive Biases in Negotiation: Overconfidence and Blindspots in Negotiation
Welcome back to our series on cognitive biases in negotiations! This week, we will cover another cognitive bias that shrinks our ZOPA and hinders our negotiation success: Overconfidence. The Overconfidence Effect The sinking of the …
