After its nuclear test on Monday which generated international condemnation, North Korea reportedly fired several short-range missiles the following day. These actions by North Korean leader Kim Jong-il – who has been accused of acting and being irrational...
Keeping with the “Top Ten” theme from last week, here are my Top Ten Impasse-Breaking Strategies: 1. Get or share more information 2. Switch objective criteria 3. Prioritize needs and interests 4. Brainstorm options 5. Set deadlines 6. Temporarily put...
Why should you use objective criteria to support your moves or offers and concessions in a negotiation? Because we derive power and legitimacy from the perception that our standards and criteria are based on objective, independent factors. If our positions are based...
One important aspect of negotiating is to understand your and your counterpart’s preferred negotiation styles. I have found it helpful to categorize negotiator styles into three broad categories: a) competitors, b) accommodators and c) conflict avoiders. Of...
As a follow-up to last week’s blog about preferred negotiation styles in which I identified three broad categories of styles (competitors, accommodators and conflict avoiders) and shared a list of competitor characteristics, here are my Top Ten Characteristics...
To conclude my trilogy of blog posts about negotiation styles, here are my Top Seven Characteristics of Conflict Avoiders: 1. Strong need to avoid conflict, especially open conflict 2. Belief that almost all conflict is unproductive 3. Extremely uncomfortable with...
Walt Disney announced on Monday its acquisition of Marvel Entertainment in a $4 billion deal. Both sides stand to benefit. Marvel gains access to Walt Disney’s powerful marketing and distribution system, including Disney’s theme parks and cable television...
The Phoenix Coyotes professional hockey franchise is facing a bankruptcy court auction this week. One likely bidder is Jim Balsillie, co-CEO of Research In Motion (which makes the Blackberry). He wants to relocate the team to Ontario, a move opposed by the NHL. While...
In her Monday New York Times article, “Trying to Sell Your Business? Think Like a Buyer,” Barbara Taylor asks, “Why is it so difficult for business owners to put themselves in the shoes of a potential buyer?” One of the main reasons is the vast...
