Negotiation

When you do encounter an unfair negotiator who utilizes unethical negotiation tactics, first of all be very cautious. You never know what trick he or she will try and pull, and any agreement with him or her (yes, women can fight just as dirty as men) will probably not be honored. Unfortunately, the only time you can spot an unfair tactic in martial arts is after it has been employed. Then, all you can do is make note of and watch for it again. Once in a while you will see a change in pattern or demeanor, which means that...

The concept of win-win has been around for decades. It sounds good. Sounds fair. Sounds like good business. Sounds good for relationships. Actually, it sounds like a no brainer! But does it work? Do people actually reach “win-win” outcomes in business and in personal life? Unfortunately, the answer is most often “no.” My research has revealed that people routinely fail to capture maximum potential gains in their personal and workplace negotiations. For example, my simulation studies show that, on average, talented managers leave about 20 percent of potential mutual gains untapped. That’s akin to taking 20 percent of the value...

Executive Summary We’ve all seen fiery versions of onscreen negotiations where both parties are at each other’s throats, and each one is trying to bleed the other dry for every last cent. But is that really a smart move for you or your business in its negotiations in the long run? Winning at all costs is a quick way to lose potential business and destroy trust. If you want to build an organization built on trust, steer far away from single-minded employees who are only looking out for their own interests, no matter how talented they are. When stepping into...