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February 2012 Blog Archive

Negotiators Do Judge a Book by Its Cover

Submitted by Marianne Eby on Tue, 2012-02-14 16:38

Two men at table ready to negotiateTo really understand why something so superficial matters, we are going to think out of the negotiation box. Let's think restaurant menu, think Apple products, think Erin Brokovich, and before we finish, think Mao Zedong. Then we'll better be able to think negotiations.Read more

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Identifying Emotions is a First Step to Resolving Difficult Negotiations - Part II

Submitted by Marianne Eby on Sat, 2012-02-04 09:49

Rope pulled so tight it is about to break like the realationship in this internal negotiationWe return to the tense interaction between co-workers, often referred to as internal negotiations. The situation embroiling Lex and Jess was set out last week. Lex decided to make a few concrete changes for the next meeting with Jess. Lex realized that he needed to understand better what he was feeling when Jess takes over and treats Lex as a subordinate rather than an equal team member. And Lex needed to understand more about why Jess does this. Read more

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