When we are angry, we flood our body with various chemicals and hormones. That can be very negative in a business setting. This article addresses how to address anger or sadness in a negotiation.
The first three ways to be more persuasive base on neuroscience were presented in this blog on November 19, 2018. Given the length of the blog here are the last four for closure. Enjoy!
What are the influences that persuade us to change are minds? Tali Sharot is the author of a new book entitled The Influential Mind: What the Brain Reveals About Our Power to Change Others that offers some great ideas. She suggests seven key thoughts on this topic that I found very insightful that I thought you may find interesting too. Here are the last four:
What are the influences that persuade us to change our minds? Tali Sharot is the author of a new book entitled The Influential Mind: What the Brain Reveals About Our Power to Change Others . She offers some great ideas. She suggests seven key thoughts on this topic that I found very insightful. I thought you may find these interesting too.
Trust is critical in a negotiation, mediation or collaboration. Trust can be defined as being straightforward, open, accepting and responsible, but when are times when you should not be open? That is the focus of this commentary.
From the bestselling author, Eric Barker, Barking up the Wrong Tree, I wanted to share with you his blog on This is how to make your life amazing: In short he offers these five points for your consideration:
“"Career Wellbeing": Be engaged. Use your strengths. Hide from your boss.
"Social Wellbeing": Spend time with the good people, not with the bad people.
"Financial Wellbeing": Usually it's not about how much you have, it's about how you feel about what you have. Increasing the prior two factors prevents you from negatively comparing yourself to others.
"Physical Wellbeing": Exercise, eat right and get your sleep, obviously. As we all know in our heart of hearts, feeling sexy is important. Restaurant choices can matter more than food choices.
"Community Wellbeing": Helping others helps you. Therefore, helping me helps you. Why don't you call more often?
I happened upon an article about coffee that is available at the end of this blog. That got me to thinking, does caffeine make us smarter? That depends on a number of things including how we define smarter and some analysis of what caffeine does to our brains. Having researched this a little further I wanted to share this with you.
In some negotiations it seems like the deal will never close. This can be a technique used by one side to wear down the participants of the other side, it could be the result of factors beyond the control of participants or something else that you may never know. This commentary addresses such a situation, when you need or want to close the deal and the other side does not. What should you do? This article addresses this question.
Sometimes both parties agree to disagree, but it can be possible for the parties to come up with a contingency agreement to memorialize perspectives and set up the parties for success in the future. This commentary addresses this type of situation. This may essentially be a bet on the future that both parties can live with going forward.
How about the IRS?
Often when two parties are in a conflict with one another, one party feels more aggrieved than another. At other times the conflict is symmetric and both parties feel equal coming into a negotiation. This commentary addresses how to evaluate the situation when the situation is asymmetric and what can be done when one party feels very aggrieved and the other does not share in this perception.
You know how it is. You have been to training and you know that you are supposed to do. You are supposed to listen. You are supposed to be empathetic and develop a relationship. That is great in theory, but what about with a difficult person.
What is a difficult hard bargainer and how can you possibly work with such a person? We all run into folks like this at times. This can cause frustration and consternation. Do we take the time to explore what is behind this negative approach? Should we? How would we do that if we did? How can we work with them?
When is it time to walk away from a negotiation? In short, when a trusted third-party advisor counsels you that is time to let it go. When mediation is not an option. When you are focused on sunk costs to recover rather than pertinent information now. When your focus is on fairness rather than objective criteria. There are many reasons why negotiations fail and why collaboration may not work. After all collaboration is hard. If the other party does not want to collaborate that pretty well ends the reason for trying to go forward.