Tag: negotiating

  • The best-kept secrets of non-leader negotiators

    My last post discussed how organizational leaders negotiate. But a nettlesome fact remains: Many of us are not leaders! We find ourselves farther down the food chain, sometimes much farther. So a nettlesome question remains: How can non-leaders negotiate? Since the practices of the most effective non-leader negotiators can make many people’s lives negotiable, let’s…

  • Which is worse: Negotiation failure or failing to negotiate?

    I recently traveled to Australia for work, visiting an open-air market for some family souvenirs. Now, an Australian market is not an Indian or Turkish market—not a place where haggling is necessary or necessarily expected. So I suspected going in that any attempts at negotiation would not be particularly fruitful. And I could’ve decided to…

  • 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…