Category: Negotiations

  • How do negotiators lead?

    How do negotiators lead? Even the question sounds strange, as one negotiator is not really following the other. Nevertheless, negotiations need leaders. Indeed, the negotiator who leads is often the negotiator who triumphs. And leading in negotiations can often make your own life more negotiable. So what exactly does leadership in negotiation entail? In my…

  • Negotiation as entrepreneurship

    When we hear the word “negotiate,” we often think of ourselves in a “negotiation,” staring down an unscrupulous car dealer or intransigent HR representative. Only infrequently do we treat “negotiate” as what it is: a verb. That’s a shame because it leads us to forget that negotiating is an action people choose to take. Someone…

  • Three subtle strategies for correcting others’ screw-ups

    Life presents many difficult situations, but few more difficult than the need to highlight someone else’s screw-up—actual or potential. Although identifying another person’s error is often the only way to correct it, many of us are so conflict avoidant as to ignore the issue completely. Unsuccessful car repair? Memo riddled with mistakes? Wrong color iPhone?…