I recently attended a program on the intercultural dynamic affecting many negotiations these days, and it highlighted for me three elements we must understand in these environments. Much of this analysis derives from the work of Professor Jeswald Salacuse of the...
I just returned from teaching some executive-MBA students in Singapore and it highlighted some important negotiation lessons we can all incorporate. • Parties frame issues differently. Back in law school, I remember a conversation with a first-year student who knew...
I recently returned from teaching a weeklong negotiation course to a multicultural group of executives in Singapore and it reminded me of some core personal attributes that apply in negotiations across all cultures. 1. Credibility and Integrity Matter On the...
It’s Thursday night, and you’ve just finished a hard 12-hour workday. It’s been stressful, and you just want to have a relaxing dinner and catch up on some reading and sleep. Unfortunately, your spouse wants you to meet your new neighbors tonight and then attend a...
“I sent them the settlement agreement weeks ago,” this real estate executive told me.” I haven’t heard anything since. Everyone agreed to the terms, including them paying us $300,000. Now they won’t call me back. What is the problem?” “Tell me how the negotiation...
“When should we just stop asking for more and sign the deal?” I usually answer by noting that, at the end of the day, you must evaluate whether the value on the table is better or worse than your best alternative — your Plan B. If it’s better than Plan B, sign...
We arrived at the dealership on Dec. 28. Our goal? Find out as much as possible about the new sports car I had been eyeing. Two hours later, goal accomplished, we walked out. But I was hooked. The car cornered like a dream. And I needed safe, reliable and fun...
I will shortly be entering into a critical business negotiation with a major impact on my company’s success — and it will be with several individuals with whom I have long-standing and productive business relationships. This situation — negotiating...
My client was a straight-shooter who laid it all out there in our first meeting with the potential business partner. “I’m telling you the way it is,” he said, “and I’m not holding back, because that’s the way I am. If you like it, we can create a very profitable...
