Category: Negotiations

  • Success as a steadily improving BATNA

    How can you know your life is broadly successful? The question is often asked, but rarely from the perspective of negotiation research. So let me share an answer implicit in that research, an understanding of which can make life negotiable: you can measure success, in part, by the trajectory of your BATNA. Huh? Let me…

  • Negotiating while the iron’s hot

    In many negotiation situations, you have no choice about when to act. If your car breaks down, you’d better negotiate with the dealer. If your teenager brings home a biker, you’d better negotiate now. In more negotiations than you think, though, you can actually choose when to negotiate. Since picking the right moment—the moment when…

  • Influencing by volunteering

    In organizations, tasks often arise that no one really needs or wants to do. An agenda needs to be developed; a Google doc needs to be compiled; a memo needs to be written. If it doesn’t fit neatly into anyone’s job description or fall squarely onto anyone’s plate, getting it done obviously requires someone to…