Archive for negotiation SmartBlogs

Do you know how most leaders sabotage themselves during a negotiation?

If you think it’s because they’re being “too soft,” you’re in for a surprise. Negotiation is a critical leadership skill and yet very few managers know how to do it effectively — and with flair. The main reason for failure at a negotiation table is this: We often think of negotiation as being binary, with you on this side, them on that side.[…] Continue Reading »

The following is an edited excerpt from the paperback edition of “Just Listen: Discover the Secret to Getting Through to Absolutely Anyone,” (March 2015) by Dr. Mark Goulston. @ 2010 Mark Goulston All rights reserved. Published by AMACOM Books. Division of American Management Association, 1601 Broadway, New York, NY 10019

If you enjoy this article, join SmartBrief’s e-mail list for our daily newsletter on being a better leader and communicator.[…] Continue Reading »

Having established that negotiating skills are paramount for women to attract venture capital in order to lead high growth companies, two questions remain – why do they need these skills, and what are the skills.

First the why. Carol Frohlinger, JD, managing director of Negotiating Women, explains that there is an uneven playing field for women because of second-generation gender bias.[…] Continue Reading »

Creating an undesired stalemate is the height of stupidity.”

That anonymous quote sums up the feelings of many of us who find ourselves stuck in a stalemate where neither side wants to give an inch.

Mutual benefit requires mutual consent. As we call know, a true vision for the future must be shared and that requires everyone pulling together in the same direction.[…] Continue Reading »

In part 1, we discussed having conversations with difficult people, where the main issue is never expecting such people to not be difficult and finding a way to stay centered and unprovoked by them.

In part 2, the issue becomes how to master difficult conversations with good people.

Characteristics of good people

  • Low maintenance, i.e., easy to please, difficult to upset
  • Take life but not themselves too seriously
  • Passionate and compassionate
  • Work well on their own and as team player
  • Don’t buy into negativity
  • Someone you’d want your sister, brother or child to marry

What are some of the most common kinds of difficult conversations?[…] Continue Reading »