Negotiation Tactics
Empathy: A Missionary & Mercenary Skill
The reason I try to make it a point to use empathy in all negotiations and most conversations is because I have had the luxury of experiencing how...
How to Negotiate
4 Hostage Negotiation Skills to Help You Renegotiate Your Cable Bill
I received this from Ryan, one of the MBA students in the negotiation course we teach at Georgetown University’s McDonough School of Business (MSB)....
Negotiation Tactics
Assertives Beware!
Last month I wrote an article giving some insight into the three negotiator types by using 3 head football coaches in the NFL as comparison: Pete...
Negotiation Tactics
3 Coaches/3 Negotiator Types – Which are you?
It is football season again and I couldn’t be happier. I also can’t help but see how the things we teach about negotiation are incorporated in all...
Negotiation Tactics
Is Timing Really Everything?
The answer to this question has solely to do with the notion of how negotiator types perceive good use of time. Something to keep in mind for those...