Most business negotiators understand that by working collaboratively with their counterparts while also advocating strongly on their own behalf, they can build agreements and longterm
relationships that benefit both sides.

During times of economic hardship, however, many negotiators abandon their commitment to cooperation and mutual gains.

Instead, they fall back on competitive tactics, threatening the other side with “take it or leave it” offers and refusing to accept concessions of any kind.

by Gary CohenPecking Order The term “pecking order” was introduced by Thorleif Schjelderup-Ebbe in 1921 under the German terms Hackordnung or Hackliste, and brought into English in 1927. Schjelderup-Ebbe studied chickens and how they express dominance via pecking. He found that chickens typically have a pecking order that runs 15 deep. This pecking order allows for a more effective use of energy and […]The post What Is Your Pecking Order? appeared first on Elements of Leadership.

When transferring property, sellers sometimes insist on rights of first refusal - the chance to be first in line to repurchase the property if their buyer later decides to sell. Rights of first refusal can be obvious advantages if your financial circumstances later change. If you're keeping adjoining land, you may wish to protect yourself against the risk of something unattractive being built next door.

When transferring property, sellers sometimes insist on rights of first refusal - the chance to be first in line to repurchase the property if their buyer later decides to sell. Rights of first refusal can be obvious advantages if your financial circumstances later change. If you're keeping adjoining land, you may wish to protect yourself against the risk of something unattractive being built next door.