In the world of negotiation, understanding human behaviour is critical. Robert Cialdini, a prominent social psychologist, identified six principles of influence that can play a crucial role in these scenarios. These principles – reciprocity, commitment (or consistency), social proof, liking, authority, and scarcity – have evolved in their application in today’s interconnected society. Reciprocity is […]
They’ve all influenced the negotiation strategies of Program on Negotiation faculty member Daniel L. Shapiro, Ph.D. Here’s a bit Q&A with Professor Shapiro, an Associate Professor of Psychology at Harvard Medical School/McLean Hospital, founder and director of the Harvard International Negotiation Program and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged […]
Today, we dive into the world of negotiation, not just through words, but with an emphasis on full sensory engagement. The concept of ‘Impact Negotiation’ we’re exploring today is grounded in the work of Dani Beaulieu and her impact techniques for psychotherapy. The principle we’re focusing on is the ‘Multisensory Experience’. Imagine this: our understanding […]
The article “Investigative Negotiation” from Harvard Business Review presents a comprehensive approach to negotiation, emphasizing the importance of understanding the other party’s perspective. Here are the key concepts: The article also provides several examples to illustrate these principles, emphasizing the importance of asking questions, mitigating the other party’s constraints, interpreting demands as opportunities, creating common […]
In the world of business, negotiation is a critical important skill. It’s the art and comprehensive science of reaching an agreement through dialogue, where both parties involved have their interests at stake. Traditional negotiation methods often revolve around a zero-sum game, where one party’s gain is the other party’s loss. However, Keld Jensen’s SMARTnership approach […]
Navigating the complexity of negotiations involves balancing contrasting principles: cooperation and competition, both pivotal in their own right. The dynamic tension between these principles can often pose a “negotiator’s dilemma”. Can this equilibrium be managed? Yes, indeed, through an innovative strategy called Multiple Equivalent Simultaneous Offers (MESOs). Two schools of thought dominate the negotiation arena: […]
The addition of a right of first refusal in your commercial transaction can transform an ordinary deal into a strategic, value-added proposition. To optimize this tool, an astute negotiation of the particulars is non-negotiable. A ‘right of first refusal’ (RoFR), often referred to as a matching right or right of first offer, is an instrumental […]
Our mission at Impact Negotiating is to support individuals and organizations with practical, efficient, and potent negotiating services, enabling them to navigate their personal and professional lives with confidence and ease. We are passionate about helping people unlock their objectives, their potential and we are eager to share our expertise and experiences as an avenue […]