Category: Jobs and professional relationships

  • What’s so hard about negotiating in organizations?

    Negotiations in organizations have a tendency to go wrong. Requests for an exception get denied, proposals for the future get rejected, solutions to a problem get parked in the perpetual parking lot. But why do so many of us find intra-organizational negotiating so hard? Put differently, is there something special about organizations that makes negotiations…

  • Our own worst enemy in negotiations II: Rushing to do a deal

    I recently discussed a common way we defeat ourselves in negotiations: by rejecting our own proposals before we ever present them. But there’s another, potentially more common way that most of us undermine our negotiating prowess: By letting the great press of daily to dos rush us into negotiations without adequate contemplation or preparation. Since…

  • Can negotiation research make you a better presenter?

    Making presentations is a major part of many people’s jobs. So wouldn’t it be nice to somehow make presentations more negotiable? Here, as in many areas, negotiation research can help. In particular, a broad reading of the negotiation literature’s distinction between distributive and integrative approaches can help to manage the many types of difficult audience…