Category: Jobs and professional relationships

  • When win-win negotiation = win-lose negotiation

    Many have commented on the risks managers face by not assuming a win-win approach in negotiation—and I am one. Obstinately reject all your employees’ requests, suppliers’ inquiries, and peers’ pleas for help, and you’ll quickly find yourself on the other side of a pink slip. But, as my friend Georg Berkel is discussing in his…

  • Who does what? Navigating our continuous negotiations at work

    When most people hear “negotiation,” they think of buying a car, buying a house, or demanding a raise. But those negotiations only happen occasionally. If you’ve read my previous posts, you know that other, more mundane negotiations are far more common—and potentially far more important. Indeed, there’s one such negotiation that most employed individuals face…

  • Should I ask for more? Three clues you might want to negotiate

    One of the toughest negotiation challenges is deciding whether to negotiate at all—whether to settle for a particular portion of our own lot or launch into a negotiation to obtain more. Should I press the car dealer for a bigger discount, my colleague for an alternate meeting time, or my kids to try harder on…