Category: Negotiation Tactics

A Tale of Two Brooks: The Importance of Communication in Negotiation

December 20, 2018

Three NBA teams learned some tough lessons about the importance of communication in negotiation when they mixed up two players named Brooks in a trade deal.

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Prepare for Difficult Holiday Conversations with the “Angry Uncle Bot”

November 21, 2018

The New York Times created an "Angry Uncle Bot" to help you practice difficult holiday conversations, and the lessons reflect advice provided by MWI's blog.

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Deep Canvassing and The Power of Active Listening

November 1, 2018

The modern technique of deep canvassing encourages active listening, and its positive impact is backed up by rigorous research and analysis.

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How to Manage Emotions in Negotiations

October 23, 2018

Normalizing our emotional reactions in negotiations helps us to manage their effects, and it allows us to utilize and manage them productively moving forward.

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The Power of Building Strong Relationships

August 28, 2018

You can benefit from shifting your focus away from immediate, substantive outcomes to considering what building strong relationships could yield in weeks, months, or even years.

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How to Create Value With a Positive No

July 20, 2018

Learning to deliver a positive no in an interest-based, intentional way is an essential skill for any successful negotiator.

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What Lord Caradon and Resolution 242 Can Teach Us About Negotiating

July 5, 2018

In an international case study, Hugh Mackintosh Foot (who later was known as Lord Caradon) teaches us the importance of building trust and reframing positions to interests when negotiating.

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2026 World Cup Bids: The Power of Coalition Building

June 28, 2018

The North American Federation's World Cup bid for 2026 offers valuable insights on how to create value through coalition building, even when it's not immediately apparent how the interests of each party will be met.

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Negotiating Effective Remote Work Flexibility

March 26, 2018

As a manager or team leader, there can be a lot to gain by allowing employees a certain level of remote work flexibility, and negotiating that flexibility is a chance to create more value for everyone.

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Negotiation Lessons from United Airline’s Bonus Lottery Plan

March 8, 2018

United Airlines announced their new core4 Score Rewards program on Friday. By Monday, they put the program on pause. What went wrong?

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