I was recently asked by someone new to negotiation what books to read first. Here are the five I suggested. 1. Gain the Edge! Negotiating to Get What You Want by Martin Latz. Of course I recommended my book first! My goal in writing Gain the Edge was to develop a...
We’ve been blogging about negotiation for five years now. To commemorate our anniversary, here is an excerpt from our first post, which explains our purpose – to help you become a better negotiator: Why is learning about negotiation important? Because...
Kellogg announced today it is buying Procter & Gamble’s Pringles business for $2.7 billion. Last April, Diamond Foods outbid Kellogg and signed a deal with P&G to buy Pringles for $2.4 billion in a mostly stock-based transaction. That deal was derailed by an...
The New York Times reported yesterday that Dollar Thrifty took itself off the market after more than a year of negotiations with potential purchasers. In August, Dollar Thrifty asked bidders to submit their “best and final offers.” Avis withdrew from the process in...
The U.S. federal government’s debt-ceiling negotiation has been at the forefront of the news for quite some time and generated a tremendous amount of interest and emotion across the entire political spectrum. From a negotiation perspective, what lessons did you learn...
CNN.com reported today that just resumed “talks between North and South Korea collapsed” after “the North Korean delegation walked away from the negotiating table less than five hours after the second round of talks had begun.” Why would your counterpart walk out?...
In last Sunday’s Dilbert cartoon, Dilbert requests permission from his boss to attend a class to update his skills. His boss asks for alternatives and Dilbert provides several comic responses including, “replace me with someone younger who earns less than I do and...
In light of Bill O’Reilly’s contentious appearance on ABC’s The View, which culminated with Whoopi Goldberg and Joy Behar walking off the set, here are three negotiating tips to consider when strong emotions erupt in the negotiation context. 1. Don’t immediately...
I recently appeared on Fox Business with Neil Cavuto to discuss the souring relationship between the White House and the Republican congressional leadership and its potential impact on their future negotiations. Since this raises critical negotiation issues, I thought...
