Top Ten Independent Standards

Why should you use objective criteria to support your moves or offers and concessions in a negotiation? Because we derive power and legitimacy from the perception that our standards and criteria are based on objective, independent factors. If our positions are based on truly objective, independent standards, our counterparts will more likely conclude [...]

Top Ten Impasse-Breaking Strategies

Keeping with the “Top Ten” theme from last week, here are my Top Ten Impasse-Breaking Strategies:
1. Get or share more information
2. [...]

Top Ten Information-Gathering Tactics

Effectively and efficiently gathering strategic information is a critical but often underutilized part of the negotiation preparation process. Here are my Top Ten Information-Gathering Tactics:
1. Leave your ego at the door
2. Be sincere
3. [...]

Dealing with (Feigned) Irrationality

After its nuclear test on Monday which generated international condemnation, North Korea reportedly fired several short-range missiles the following day. These actions by North Korean leader Kim Jong-il – who has been accused of acting and being irrational – raises the question of what you should do if you’re faced with someone similar.
First, determine [...]

Why Is Business Writing So Bad?

This is a post about the poor state of writing in business, and how some of it comes from how we’re taught in school. I say this because aside from my day job, Internet startup, and new son, I also teach a section of business writing at my alma mater, Drew University in New Jersey.
Doing [...]

Problem-Solving is Key in Salary Negotiations

Are you looking for a job or wondering what – if any – raise to expect this year? Here are a couple suggestions for negotiating your salary and other terms of employment, especially in this tough economic environment.
Assuming your employer or potential employer will reciprocate, Problem-Solving Strategies typically work best in negotiating compensation.
What [...]

How to Revise an Email So That People Will Read It

“People think that the first draft is the big event and that revision is cleaning up afterward. But the first draft is really setting up the chairs, tables, and cups, and revision isn’t cleaning up after the party, it is the party.”
“All first drafts are terrible. I don’t care if you’re Hemingway.”
“What comes out unfiltered [...]