Tag: target

  • Setting your sights in a negotiation: The stars or the floor?

    In any given negotiation, a negotiator must at least implicitly answer two questions. The first comes at the beginning: What’s my goal? The second arises near the end: Am I satisfied? Answering each question requires a metric—a standard of comparison. But I’m here to tell you that many negotiators adopt the wrong metrics—indeed, precisely the…

  • What should we expect from a negotiation?

    What type of outcomes should we expect from a negotiation? Since decades of research suggest our answer dictates both the behaviors we’ll display and the deals we’ll reach, it’s critical to answer carefully. In particular, I’d argue that calibrating our expectations appropriately is one of the most important waystations on the road to more negotiable…

  • 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…