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When Our “Principles” Crash up Against our Negotiation Goals
It’s not uncommon for us to get caught up in the “principle” of a negotiation, and forget all about our negotiation goals. Below is a cautionary tale of a years-long battle to keep the public away from...
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Dealing with Difficult Employees
When dealing with difficult employees, leaders often feel overwhelmed and frustrated by a task that can seem like a distraction from broader organizational goals. But managing personnel issues,...
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How to Deal with Difficult Customers
To hear some salespeople and service representatives tell it, difficult behavior from customers is at an all-time high. Stories of demanding customers proliferate in the press and on social media,...
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Bargaining in Bad Faith: Dealing with “False Negotiators”
We tend to forget—at our peril—that not everyone at the bargaining table wants to close a deal and may be bargaining in bad faith. Consider the following negotiations: A competitor approaches you about...
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How to Handle Difficult Customers
Every salesperson has his or her war stories: tales of difficult customers who made extreme demands and threats, tried to take advantage, or were extremely rude. Dealing with difficult customers is...
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Negotiation Tips: Listening Skills for Dealing with Difficult People
We love giving out negotiation tips. A negotiation daily reader once asked us, “All the negotiation advice I read says that I should listen and ask questions in negotiations. That makes sense, and I...
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Dealing with Difficult People and Negotiation: When Should You Give Up the...
Negotiators often fail to recognize when it’s time to walk away from a negotiation dispute – a trap that can squander time, money, and reputations. Receive tens of millions of dollars in a mediated...
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Examples of Difficult Situations at Work: Consensus and Negotiated Agreements
How do negotiators reach consensus in negotiated agreements while engaged in intense, often contentious, bargaining sessions with their counterparts? Here are some ways negotiators have reached...
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When Dealing with Difficult People, Try a Complementary Approach
To hear President Donald Trump tell it, the United States under President Barack Obama had bungled one negotiation after another on the global stage due to an inability to stand firm and take tough...
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Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
You say you would never lie during a negotiation. Your ethical standards are solid—right? Ethics in negotiations are an important subject. But imagine that after spending months looking for a new job,...
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Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger
If a competitive bargaining session shifts in a counterpart’s direction, your anger could send the wrong signals to your negotiation counterpart. In this instance, strong emotions portray desperation...
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Negotiating with the Enemy
Should negotiating with the enemy always be off the table? The 2014 Bergdahl exchange offers insights for negotiators who are deciding whether to do business with a known enemy. On May 31, 2014 the...
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Dear Negotiation Coach: Building Trust with Reluctant Counterparts
Tetsushi Okumura is a professor at the Tokyo University of Science and has been a visiting scholar at Northwestern University’s Kellogg School of Management. His research articles have appeared in...
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M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
In the high-stakes world of mergers and acquisitions (M&As), negotiation missteps can amplify into disasters, and lucky breaks into triumphs. As a result, there is much that business negotiators...
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Beyond Walking Away: Facing a Hardball Strategy Head-on
In 2014, prosecutors for the United States alleged that Jesse Litvak, a former bond trader for Jefferies & Co., of using a hardball strategy that included lies and deception to defraud investors...
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How to Have Difficult Conversations During the Holidays and Beyond
In the United States and many other places, people seem more divided than ever before. Disagreement on political issues is common, but often we can’t even seem to agree on basic facts. As families come...
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Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
You say you would never lie during a negotiation. Your ethical standards are solid—right? Ethics in negotiations are an important subject. But imagine that after spending months looking for a new job,...
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Dear Negotiation Coach: The Case for Lowering Your Salary Expectations
We received a question regarding salary expectations and the potential problems with lowering those expectations. Francesca Gino, Tandon Family Professor of Business Administration at Harvard Business...
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How To Counteract Deceptive Tactics in Negotiation
In the fall of 2017, Amazon created a stir when it announced it was taking bids from North American cities and regions interested in hosting its second headquarters, known as HQ2. Driven by the promise...
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How to Handle Difficult Customers
Every salesperson has his or her war stories: tales of difficult customers who made extreme demands and threats, tried to take advantage, or were extremely rude. Dealing with difficult customers is...
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