Appreciate the Moment

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by Gary CohenMany leaders are moving so fast and furious that they do not take time to appreciate the moment. Appreciating the moment of significance is important.The post Appreciate the Moment appeared first on Elements of Leadership.

How Body Language Affects Negotiations

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Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the telephone or Internet. As convenient as electronic media may be,they lack the visual cues that help convey valuable information and forge connections in face-to-face talks. Without access to gestures and facial expressions, those who negotiate at a distance have trouble accurately reading each other’s tone and building rapport.

Dealmaking: Dealing with the Other Side’s Constituents

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During a meeting with a potential customer, a new salesperson leaves the room several times to make phone calls. Each time when she returns, she tells the customer she can't accept the terms they just negotiated. Exasperated by her apparent lack of authority, the customer ends the meeting abruptly.

Video available for “South Africa’s ‘Negotiated Revolution’ and Mandela’s Legacy”

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On April 11, 2014, The Program on Negotiation hosted a discussion on “South Africa’s ‘Negotiated Revolution” and Mandela’s Legacy,” moderated by Bruce Patton, co-founder of the Harvard Negotiation Project. The event featured Roelf Meyer, former Minister of Constitutional Affairs and Former Minister of Defense, South Africa, and Tim Phillips, co-founder of Beyond Conflict, formerly known

Women and Negotiation: Habits of Successful Female Leaders

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On April 9, the Paycheck Fairness Act, legislation intended to close the pay gap between men and women, was defeated in the Senate due to a lack of Republican support. The bill would have made it illegal for employers to penalize employees for discussing their salaries and would have required the Equal Employment Opportunity Commission to collect pay information from employers.

Business Negotiations: Why Does Process Matter?

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Negotiating the right process for your negotiation is well worth the time and effort, for two important reasons.

First, process drives substance.

Imagine what might have happened if the pharmaceutical company and the biotech firm had agreed up front to resolve the royalty issue rather than simply exchanging their best arguments before splitting the difference.

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