Successes & Messes: Painting a Suspicious Picture

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In negotiation, a good agent can be hard to find. Three New York art dealers and a Russian billionaire learned that lesson the hard way in negotiations over the sale of a painting by Leonardo da Vinci, as reported by Bloomberg and the New York Times.
A case of mistaken identity
The strange saga began in 2005,
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A Dealmaking President’s Opening Moves

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As a lifelong dealmaker, Donald J. Trump will enter the Oval Office with considerable bargaining experience in the business world. But his blank slate as an elected official combined with his fluctuating positions on key issues such as immigration and tax policy throughout the presidential race have left many wondering what kind of negotiator he
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Dear Negotiation Coach: Before Saying Thank You, Think of the Context

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Q: This may sound like a trivial question, but it’s been bothering me. When my negotiation counterparts make a favorable concession or give me something I want, I find myself holding back from thanking them. I worry that saying thank you may put me in a position of weakness. On the other hand, I don’t
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Negotiation Research: When Many Alternatives Are Worse Than One

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Negotiators are often taught that the more alternatives they have, the more fortunate they are. If it’s good to have one strong best alternative to a negotiated agreement, or BATNA, then it’s better to have many alternatives, right?
Not necessarily, results from a new study by Michael Schaerer of INSEAD and his colleagues show. In a
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Negotiation Research: A Downside of Anger

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We know that anger leads negotiators to make riskier choices and blame others when things go wrong. In a new study, researchers Jeremy A. Yip and Maurice E. Schweitzer find that anger also leads us to engage in greater deception in negotiation—even when it’s not our counterpart who angered us.
In one of the study’s experiments,
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If At First You Don’t Succeed…

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In negotiation, it’s nice to get the deal right the first time. But if carefully laid plans fall apart, you may still be able to recover. That’s what the government of Colombia and the rebel group Revolutionary Armed Forces of Colombia, or the FARC, did after their peace agreement was narrowly defeated
in a national referendum.
A
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New nanotech to catch cancer early | Joshua Smith

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What if every home had an early-warning cancer detection system? Researcher Joshua Smith is developing a nanobiotechnology "cancer alarm" that scans for traces of disease in the form of special biomarkers called exosomes. In this forward-thinking talk, he shares his dream for how we might revolutionize cancer detection and, ultimately, save lives.

Saving Time for Strategy: Biz Improvements You’ll Make With the Right Sales Enablement Tool

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Last month we talked about how sales teams can achieve “Smarter Time Management via Sales Enablement” and establish new standards in sales efficiency and effectiveness. We showed how modern sales enablement technology allows reps to consolidate content into one feed, sync platforms with different focuses on the sales pipeline, and accomplish this all quickly, easily, and accurately.

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