Category Archives: Motivation

I Know Why You Hurt Me

  • Motivation matters to us. A lot. In fact, if we don’t know why someone has acted as they have, we’ll just go ahead and make it up! Learn why this gets us into trouble, and what we can do about it.

A Tale of Two Payments

  • When it comes to resolving conflicts at work, more information—particularly about why people want what they want—generally leads to better solutions.  This true story illustrates how it can work.

Interests and Positions

  • If you merely assert what you want when you negotiate, you’re bound to get mediocre results. Uncovering the motivation behind people’s demands, however, often leads to elegant, and more effective, solutions.