Are you looking for a job or wondering what – if any – raise to expect this year? Here are a couple suggestions for negotiating your salary and other terms of employment, especially in this tough economic environment. Assuming your employer or potential...
One of our seminar attendees was recently laid-off and has interviewed with several potential employers. He received an offer from one, but it came with a 24-hour deadline. While it wasn’t his top choice, he hasn’t heard from the other companies yet....
The New York Times will soon start a consumer advocate column in which its advocate will solicit consumer complaints and selectively intercede and negotiate on their behalf. Called “The Haggler,” I fully expect them to get great results. Consumer advocates...
In a recent article in the Journal of Consumer Research, Eduardo B. Andrade and Teck-Hua Ho explore “emotional gaming” in consumer behavior – concealing your actual emotional state or displaying one different from your actual emotional state to try...
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...
