Category: Uncategorized

  • The unreliability of our gut: Intuitions in negotiation

    The recent summit between President Trump and Kim Jong Un has brought the issue of intuition in negotiation to the fore. The North Korean dictator reportedly spent years planning for such a meeting, trusting little to his gut and everything to his analysis and preparation. President Trump, in contrast, is widely known to rely on his…

  • The sound of silence—or successful negotiation

    What does a successful negotiator sound like? Maybe you never asked. But if you ask now, I know the answer. Someone loud, aggressive, and potentially angry—right? Well, I just finished teaching an executive education course on cross-cultural negotiation, and it struck me that the most effective negotiators sounded nothing like that. Since understanding what a…

  • Negotiation lessons from the safety patrol

    I recently volunteered to serve as safety patrolman for my neighborhood. In essence, this involved trolling around the neighborhood at night, making sure no one (i.e., no teenager) was breaking community rules (e.g., loitering at the community beach) or even breaking the law (e.g., defacing said beach). Since my duties tended to bring the community’s…