Category: Negotiations

  • I’m outta here! Five questions to ask before walking away from a negotiation

    In September, I tackled the thorny problem of where to spend the holidays. Briefly, I suggested that fighting with your spouse about which family to visit (a distributive strategy) is less productive than figuring out a way to satisfy both of you (an integrative strategy). Well, suppose you gave my suggestion a try—you offered to…

  • Three Keys to a Killer First Offer

    Most of us own something we don’t really want. Maybe we’re riding the train and no longer need a car. Maybe we’re moving and can’t haul the couch. Maybe our fancy bike eliminated the need for a Schwinn. Opportunities to sell are everywhere. But how to pick a price? I’ve previously suggested setting your first…

  • Getting a great deal on Craigslist: Strategic concessions

    If you’ve ever used Craigslist, you know that costly transactions with complete strangers are now totally normal. From cars, to boats, to diamonds, even luxury items are now transacted online. Yet, ubiquity does not imply simplicity, as intransigent online parties often make unreasonable demands, then fail to find common ground. Online deals are difficult, but…