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 …
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 Have you noticed that great conversations have a fair amount of give and take? Each party takes turns speaking and listening to the other. …
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, …
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 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 …
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 …
Welcome back to our series on cognitive biases in negotiation! So far in our cognitive bias series, we’ve covered prospect theory and selective perception. Prospect theory shows how we can be affected by something framed as a …
“Brains are awesome, everybody should get one!” was a popular mock during my school years. I have to think about this every time I share the research showing how little of our total brain capacity …
The comedian Don Mcmillan had a bit where presented some statistics on weddings. You can watch the clip here. “44% of marriages end in divorce.” That means “56% of marriages end in death” “Take your …
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