Category: Negotiations

  • Negotiating like Disney

    Flying home from a magical week at Disney World, I found my wallet empty and my pocket bursting with receipts. Looking into the mirror of the airplane lavatory, however, I nevertheless found myself smiling. How could Disney walk away with all my money and still make me feel like a winner? It struck me that…

  • Are the best negotiators bees or sloths?

    The rest of the world often seems to be in a great big hurry. Cars zip by. Pedestrians charge past. Commuters race up the escalator. Everyone, it seems, had to finish something yesterday. Yet, all this urgency masks an important fact about negotiation: Waiting is often the best negotiation strategy available, particularly when we’re in…

  • Responding to reviewers: Lessons from negotiation research

    Those of us who write academic papers often describe the process of responding to reviewers as a negotiation, and a tough one at that. But is that just a handy metaphor or does the process of responding to reviewers really look anything like buying a car or requesting a raise? The answer matters because the…