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Impact of Leadership Styles on a Negotiation: Bargaining at a Fever Pitch

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Have you ever won an auction only to realize later that you overbid for the prize? In competitive bidding situations, it’s easy to get carried away in the heat of the moment and overpay.
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Executive Assistants: Prioritization & Systematization of Tasks

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by Gary CohenPrioritization Your EA may not be able to read your mind, but over time he or she will come to know not only how you like work done, but also in what order. Every morning you should schedule a 30 minute meeting with your EA to set priorities. This meeting will become shorter over time […]The post Executive Assistants: Prioritization & Systematization of Tasks appeared first on Elements of Leadership.

Executive Assistants: How much do you trust and entrust with them?

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by Gary CohenBecause EAs act on behalf of leaders, they must truly show up as the leader's most professional side never wholly as themselves. This can get confusing not only for the EA, but also for those with greater hierarchical positions who have less actual authority.The post Executive Assistants: How much do you trust and entrust with them? appeared first on Elements of Leadership.

When to Make the First Offer in Negotiation

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When or when not to make the first offer in negotiations is a question many expert negotiators ask themselves when approaching business negotiations, real estate transactions, or even interpersonal negotiations with friends and family. In this article drawn from negotiation research, we offer negotiating skills and negotiation tips for when, and when not, to make
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Great Negotiators vs. Great Negotiations: The Program on Negotiation’s Great Negotiator Teaching Series

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Teaching negotiation using case studies focused on the efforts of great negotiators can help achieve several pedagogical goals at the same time. Developed by Professor James Sebenius of Harvard Business School, the Program on Negotiation’s Great Negotiator case study series, available from the PON Clearinghouse, highlights the lessons learned by each recipient of PON’s Great
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How to Avoid Intercultural Barriers: A Better Negotiation Map

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How often have you heard that, when entering a negotiation, you should get your allies onboard first? Conventional wisdom, but not always the best advice. When the United States sought to build a global anti-Iraq coalition following Iraq’s 1990 invasion of Kuwait, for instance, Israel appeared to be its strongest regional ally.
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Building Momentum Through Goodwill Gestures

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Sometimes disputes are left to fester for years, even decades, until parties decide there is something to be gained from reaching agreement. The nations of Bangladesh and India recently seized on an opportunity to push the “restart” button on their bumpy relationship by resolving one such ongoing dispute.
Living in no man’s land
Until recently, on each
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Dear Negotiation Coach: Catering to a Counterpart’s Expectations

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QUESTION
I just received a job offer to become a senior-level manager with a well-respected consulting company. I am very excited about the opportunity and am meeting with the managing partner to negotiate various aspects of the offer, including my role and responsibilities. I’ve never met the person before and I would like to make a
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Will Your Eagerness to Do a Deal Look Like Desperation?

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Here are two diverging assessments of John Kerry’s performance as secretary of state during President Barack Obama’s second term, drawn from common portrayals of him in the media:
Kerry is an indefatigable leader who has taken a hands-on approach to solving the world’s problems. Miles apart from the scripted, cautious approach of his predecessor, Hillary Clinton,
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Negotiation Interrupted

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From time to time, our negotiations are interrupted by an unexpected development from outside the talks, such as the death of a loved one, a serious injury or illness, or a bankruptcy. At times, a pause may be all that’s needed before talks can get back on track; in other instances, the change may have
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