Category: Uncategorized

  • False anchors: Don’t get sunk this holiday season

    This holiday season, retailers seem particularly eager to make their lives more negotiable by selling you on their wares. So now is probably an appropriate time to alert you to one of the oldest negotiation tactics in the book and—in so doing—help to make your own life more negotiable. Several of my early posts discussed…

  • Giving gifts as an analogy for mastering negotiations

    The holiday season seems like an appropriate time to tackle the topic of gift-giving. A little reflection suggests that there are two types of gift-givers: “Recipient-focused” gift-givers think about what their recipients really like and try to give them that, even if they themselves find it boring. For example: the guy who gives his girlfriend…

  • Coalitions with co-travelers: Making delays negotiable

    I’ve experienced a lot of flight delays, but never arrived at an airport seven hours before a delayed flight departed. Such was the case on a recent trip from St. Louis to Baltimore. Thanks to some substantial snowfall somewhere else, the plane that was supposed to return me to Baltimore was arriving in St. Louis…