Tag: negotiating

  • Negotiating the open middle seat

    If you’ve flown in the past, it might seem impossible. But if you’re flying in the present (age of the virus), it’s actually becoming probable: an open middle seat. Indeed, I’m looking at one as I type this. Find yourself and your row-mate with an open middle seat, and you find yourself with a negotiation.…

  • 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…

  • Making negotiations fun: Five lessons from the outliers who actually like them

    Ask a person their favorite activities, and they’re not likely to say “negotiation.” Most of us dislike negotiation, and some utterly despise it. But does it really have to be that way? Isn’t it at least conceivable to enjoy negotiation? In my role as negotiation professor, I’ve had the pleasure of observing at least a…