Category: Negotiations

  • Questions instead of concessions!

    There comes a moment in most negotiations when we consider making a concession. Whether it’s reducing the amount of the requested discount on our cable bill, succumbing to a coworker who keeps asking us to do something, or accepting an organizational decision that we know to be flawed—opportunities to concede abound. And in many such…

  • Our many opportunities to mediate: And our new opportunity to learn how

    Does it seem like the people all around you just can’t get along? Do you often lament everyone’s inability to relate to everyone else, which often impedes your own happiness? If so, you’re in luck. You have many daily opportunities to mediate! Anytime you can help the people around you reconcile their differences, you have…

  • Do I have to? Convincing yourself to do things

    A significant portion of life consists of convincing yourself to do things—things you know you should do but really don’t want to. From watching your diet, to organizing your garage, to seeing the doctor, unappealing but critical tasks abound. What can negotiations research teach us about such situations? Quite a lot if we treat them…