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, …
My top 10 tips of how to shout your success over the roofs (without blowing the shingles off :D) Last week, I went to my first #IAmRemarkable event. What a great initiative, started by a …
I recently spoke to Elena Mégevand-Valli, partner and CEO at BGPartner | Attorneys-at-law, a Swiss boutique business law firm that has put Negotiation front and center in its philosophy and identity. In this week’s ‘Negotiation …
Join over 10,000 subscribers to stay updated with "Negotiation Nuggets" - our monthly newsletter full of bite-sized tips you can apply immediately to boost confidence and control in your daily negotiations.
