Tuesday, December 6, 2016

Dealing with Early-Bird Bidders

Q: I’m selling my house in a seller’s market. As is the convention in this market, I listed the house at the higher end of its value and specified a deadline for prospective buyers to submit their offers. I was attempting to induce a bidding war. Typically, in this situation, offers come in very close
Read the full article →

A Notoriously Bad Deal

In business negotiations, we’re sometimes tempted to break the mold and do things in a new and entirely different way. But if our strategies aren’t supported by sound analysis and advice, we risk winding up with regrets.
Read the full article →

When Breaks from Conflict Build Trust

Parties engaged in armed conflict often agree to cease-fires as a first step toward negotiating a peaceful resolution. Yet cease-fires and the agreements they inspire often are unstable, as recent conflicts have shown. In Colombia, for example, where the government and the Marxist guerrilla group FARC have been locked in conflict since 1964, four years
Read the full article →

In Group Negotiations, Make Sure Your Voice is Heard

When President Barack Obama first took office, in 2008, two-thirds of his top aides were men. Moreover, some of those men were known for their brash, dominant personalities, including then chief of staff Rahm Emanuel and economic adviser Lawrence Summers. Consequently, “the West Wing was a well-documented bastion of testosterone,” reports Juliet Eilperin in the
Read the full article →

Pull Off a Successful Negotiation Campaign

Sometimes our negotiations to achieve a desired dream take months. Sometimes they take years. The dream of building a museum of African American history on Washington, D.C.’s, National Mall endured over 100 years, ramped up in the past 15, and culminated with the opening of the National Museum of African American History and Culture on
Read the full article →