Tag: target

  • Declaring yourself a negotiation superhero—By considering your plan B

    Worried about an upcoming negotiation? Dreading the back-and-forth? The fast ones your counterpart is sure to pull when you’re not looking? Well, don’t fear: here’s a research-based suggestion that can make negotiations negotiable: actively thinking about your BATNA. I’ve repeatedly discussed the importance of BATNA: your Best Alternative to Negotiated Agreement, or simply your Plan…

  • Preparing to negotiate? Use your “BRAIN”!

    Most people know to prepare before a negotiation. If not, then negotiation instructors like me frequently remind them. So the problem is not a lack of awareness about the need to prepare. It’s the lack of a framework describing what to prepare. What exactly should negotiators ponder before arriving at the bargaining table? Since knowing…

  • To negotiate or let it go?

    My posts have consistently highlighted our many everyday opportunities to negotiate—the fact that negotiations surround us, and that negotiating makes life negotiable. But if you buy that advice, which I believe and hope you do, then you should immediately spot a challenge. Most of us have many ways to spend our time—too many, in fact,…