How will you meet your goals if you can’t reach an agreement with your negotiating counterpart? Though this essential question should influence how you behave, many negotiators can’t answer it. Learn why it’s so important to know your alternatives.
Ever get into an argument at work and 15 minutes later think to yourself: “Why did I just say that!?” One reason: research has shown we literally get stupider when we are upset. Check out these ten strategies to prevent yourself from saying things you’ll later regret.
Yes, the Inuit can identify 50 different kinds of snow. But in order to be effective at work, you just need to recognize two kinds of conflict: one that’s essential for success, and one that gets in the way of it.
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.