Category: Negotiations

  • Negotiating the holidays: Five common negotiations in a magical time of year

    With the holidays fully upon us, I thought it might be useful to recap some negotiations you’re likely to face amidst the festivities—along with some research-based suggestions for making them negotiable. I’m pretty sure you’ll face at least one of the following negotiations over the next few weeks: Deciding where to spend the holidays. Many…

  • Did you have a “good negotiation?” Fatigue, not frustration

    How do you know you’ve had a good negotiation—you’ve gotten the best deal possible without obliterating the relationship? In the real world, outside the confines of a negotiation class with everyone’s agreement posted for everyone else to see, the truth is: you won’t. You’ll never really know how well you did versus however well you…

  • Practicing for negotiations: Why not?

    We practice meticulously for every important event in our lives. Whether it’s a presentation, a soccer game, or an interview, if we value the outcome, we typically spend some serious time practicing (e.g., by dry-running, scrimmaging, or mock-interviewing). So it’s curious that most of us devote so little time—approximately none at all—to practicing for our…