This past week, a rare news headline appeared out of Washington, D.C.: “A Deal With Bipartisan Support.” Before you run off, this post is not a political commentary. Rather, the headline got me thinking about how we create internal alignment in business. After all, gaining internal alignment in negotiations is a very common challenge. Most…
Negotiation success is information dependent. Nobody ever leaves the negotiating table wishing they had less information. But information is also a scarce commodity among negotiators, especially truthful information. Columbo mastered the art of information gathering in the ’70s sleuth TV series of the same name. Using what’s now dubbed The Columbo Method, the character epitomized how an…
Worldwide, 3.78 billion people are active users of social media. That’s about 48% of the world’s population. Whether you’re reading your newsfeed on Twitter, catching up with your favorite talking dog on Instagram, or tagging old high school friends on Facebook, the world is a lot smaller. So many more things are playing out in…
I love language. It’s my thing, has been since I was a kid. Hopeless at math or science but oh how I love language. My maternal grandparents came to Scotland penniless between the wars, opened a ‘Gelateria’ and made the most delicious ice cream and enough money to have their 6 children educated privately! Rather…
Our earlier blog post, You’ve Been Lied To, was one of our most popular this year. Which makes sense, since we all know that we’ve been lied to at some point during a negotiation. However, if you think you’re being lied to, the bigger question is, what do you do about it? Dr. Timothy Levine, of…
Sorry, but it’s true — you’ve been lied to and, apparently, you’re not alone. In our annual Buyer/Seller Survey we asked, “How often do you feel the other party lies to influence the perception of power?” 81% of respondents replied that the other side lies more often than not. Wow! That’s a lot of people…
