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 …
Picture a potential client walking through the door seeking your legal services to sue one of his rivals. After he explains his case to you, you inform him that settling out of court makes more …
“Live training or online course?” “Large or small scale?” When it comes to finding the right corporate training courses for your organization, the options and considerations can be overwhelming. This is more so for negotiation …
70% of in-house counsel said they negotiate “daily” or “all the time” when polled at the recent ACC (Association of Corporate Counsel) APAC Annual Conference where I spoke with my dear colleagues Terry D. Thornley, …
Negotiation & Networking – Why? “Your network is your net worth” they say. As a negotiator, I see network building as part of my ongoing negotiation pre-work. Every negotiation starts LONG before you enter it, …
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