Category: Negotiations

  • What should we expect from a negotiation?

    What type of outcomes should we expect from a negotiation? Since decades of research suggest our answer dictates both the behaviors we’ll display and the deals we’ll reach, it’s critical to answer carefully. In particular, I’d argue that calibrating our expectations appropriately is one of the most important waystations on the road to more negotiable…

  • The negotiator’s blind spot: Forgetting to consider our counterparts

    Most negotiators pay great attention to getting the right terms on a critical issue—a great salary, for example. Advanced negotiators also pay great attention to negotiating the right issues—not just a great salary but the right set of benefits and career trajectory, for example. But almost no negotiators pay great attention to a topic that’s…

  • The real benefit of negotiating

    Most people assume that the benefits of negotiating = the concessions you extract. You benefit by the exact amount of the discount, raise, or additional dinner eaten by your kid. One of the biggest benefits of negotiating, though, has nothing to do with concessions. You often benefit the most not from the concessions you extract…