Articles from Best Partner (trending on the web)

In Conflict Resolution, Fairness Concerns Loom Large

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On June 30, compensation expert Kenneth R. Feinberg unveiled a plan to give restitution to victims of accidents related to the fatal ignition flaw in 2.6 million General Motors vehicles. The plan—designed to be as generous as other compensation plans Feinberg has overseen, including payouts to victims of the 2013 Boston Marathon bombings—is part of GM’s efforts to restore public trust and reduce the number of costly lawsuits it could face, Hilary Stout reports in the New York Times. GM had faced heavy criticism for failing to disclose the defect for more than a decade.

In Career Dealmaking, Strike the Right Balance

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Two stories emerged in the news this month that illustrate polar opposite attitudes toward negotiating salary and benefits in the workplace.

First, a New York Times profile revealed that Ira Glass, the creator and host of the popular radio show “This American Life,” is highly uncomfortable earning a high salary. In recent years, Glass earned about $170,000 in compensation and benefits. In 2013, the board of WBEZ public radio—his show’s producer—raised that figure to $278,000 to bring it in line with his stature and success.

Engaging Partners You Want to Recruit & Managing Those You Have

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Alright, so you’ve got your highly targeted and profiled list of 1,000 partners using the “Channel Partner Recruiting Model,” we talked about in our last blog post. Now, how do you make sure that you engage them in order to recruit them?  How will you manage those recruited partners that warrant such attention? Engaging Channel […]The post Engaging Partners You Want to Recruit & Managing Those You Have appeared first on Channel Maven Consulting.

Negotiation Strategies for Women

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You can download a complimentary copy of our special report, Negotiation Strategies for Women, right now! Our new special report — Negotiation Strategies for Women – includes seminal articles from Negotiation Briefings: Why Women Sometimes Ask for Less, Women Negotiators and the Backlash Effect, The Sandberg Effect – Why Women Are Asking for More, Women

Reciprocation and Creating Value or Claiming Value Through Haggling

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At this point, you have entered the realm of haggling: the dance of concessions that follows each party’s first offer. (In our TV negotiation, the $1,100 list price was the store’s first offer.)

For some, this is where the real fun begins; for others, it’s time of great anxiety. To manage your stress, keep your BATNA at the forefront of your mind. Knowing that you have a good alternative if the negotiation fails will help you stay calm and rational. Suppose the salesperson tells you there’s no way he can go as low as $900.

“I could come down $75 to $1,025, though.”

Dealmaking Strategies: Haggling – When to Make the First Offer

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After you discuss the pros and cons of your desired item, the salesperson might offer to give you a discount without any prompting. If not, open the negotiation yourself: “I can buy this TV online this weekend at a much lower price. Can we work together toward a more competitive deal?”

If the salesperson is willing to negotiate, and if you have a strong sense of the ZOPA, you are positioned to make an offer: “Can you beat Amazon.com’s price? It’s $900. I can pay in cash, by the way.”

Five Fundamentals of Negotiation from Great Negotiator 2014 Tommy Koh

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While the blueprint for achieving your negotiation goals may differ depending on the type of negotiation, the road to negotiation success looks much the same across most negotiation scenarios.

In discussing the art and science of negotiation, Great Negotiator 2014 Tommy Koh described five "fundamentals" that Program on Negotiation faculty member James K. Sebenius says, "have value in almost any negotiation."

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