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Master the Art and Science of Haggling for More Productive Business Negotiations

Just like the prices of houses, cars, and other big-ticket items, the prices of furniture, electronics, wine, jewelry, another “medium-ticket” goods are now frequently up for discussion. The ancient art of haggling—the back-and-forth dance of offers and concessions between buyer and seller—is making a comeback, and you would do well to brush up on your skills.

Negotiation Skills: How “Close Calls” Can Hurt You

In the early 1990s, NASA managers and engineers were warned by an expert in risk
analysis that the heat-resistant tiles that protected space shuttles during reentry into Earth’s
atmosphere could be damaged by debris from the insulating foam on the shuttle's’ fuel tanks.

During missions over the next 10 years, debris did, indeed, hit tiles, but the damage was always minor and could be repaired between missions.

21 Obstacles to Leadership

by Gary CohenThe success you have is likely despite these obstacles to leadership not because of them - that is simply a rationality that helps craft your blind spots.The post 21 Obstacles to Leadership appeared first on Elements of Leadership.

At the Met, Conflict Management in a Minor Key

This spring, the Metropolitan Opera opened labor talks with the 16 unions representing its workers, whose contracts all expire at the end of July, the New York Times reports. Labor and management agree on one fundamental point—that the opera is struggling financially amid falling ticket sales, a depleted endowment, and growing expenses. Perhaps not surprisingly, however, they disagree on where needed budget cuts should come from.

Make the Most of Mediation

What at first seemed like a minor misunderstanding has spiraled out of control. A Chicago-based printing company hired your Chicago-based IT consulting firm to train its staff to use its new computer system.

But throughout the training, our consultants found the company’s staff to be inattentive and unmotivated, and you weren't surprised when the company kept summoning your team back for individualized training and troubleshooting.

Now the printing company is refusing to pay the $35,000 you’ve billed it for these follow-up services.

Crisis Negotiations: Program on Negotiation Chair Robert Mnookin Joins Guest Panel on CNN Tonight to Discuss the Release of Bowe Bergdahl

CNN Tonight host Dan Lemon recently featured Program on Negotiation Chair Robert Mnookin along with fellow Harvard Law School professor Alan Dershowitz, storied commentator Anne Coulter, and Peter Bergen, CNN national security analyst, for a panel discussion regarding the recent exchange of Taliban prisoner for US soldier, Bowe Bergdahl.

The night’s discussion centered on whether or not US President Barack Obama was remiss in releasing five Taliban prisoners in exchange for one US soldier who was being held by the Taliban.

5 Facilitation Techniques That Lift Outcomes

by Gary CohenHere are 5 specific facilitation techniques that will substantially improve outcomes of your meetings/workshops. Explain. Explain the overarching goal, its importance, and the expectations of work to be done today (and in what order). Appreciate. People work harder if they feel like their work is appreciated. Cite some examples of work this group has done in […]The post 5 Facilitation Techniques That Lift Outcomes appeared first on Elements of Leadership.

Conflict Management: Becoming a Team Player

Show me the money!” That refrain from the 1996 movie Jerry Maguire, shouted by a football player to his agent, continues to echo through U.S. professional sports negotiations today. A public arena, enormous piles of cash, and even bigger egos combine to make sports negotiations a unique context. Yet anyone who has negotiated through agents, faced a competitive atmosphere, or lacked strong deal alternatives can learn a lot from team athletics.

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