Category: Negotiations

  • Proactive concessions: A secret weapon for making life negotiable

    Peruse The Art of the Deal or a negotiation book like that, and you’re likely to encounter some advice like this: “Never concede unless you have to!” And that mindset sorta makes sense if you think that all negotiations consist of competitive battles with slimy car dealers. But my posts have consistently sought to convince…

  • What can moms teach us about negotiation?

    Today being devoted to mothers, we might consider what our mothers can teach us about negotiation. Everyone’s mom being different, it’s far from an easy task. But I’d venture that many of our moms display a few simple attributes that, should we choose to emulate them, can serve us well at the bargaining table and…

  • What’s up, doc? Negotiating in healthcare

    Most of us spend more on healthcare than we’d like to—more, in some cases, than our annual car or mortgage payments. That being the case, why do we spend so much time negotiating the terms of our cars and houses, and so little the terms of our healthcare? Frankly, the negotiation professor in me just…