Negotiation strategies are far from a “one-size-fits-all” solution; instead, they are profoundly shaped by our unique personalities and the array of experiences we accumulate over our lifetimes. Gaining an understanding of popular models of conflict and bargaining styles, such as those put forth by Thomas-Kilmann and G. Richard Shell, can greatly enhance our ability to […]
Conflict resolution is the process —either formal or informal— used by two or more parties to achieve a peaceful, stable and perceived fair solution to a dispute. This process is crucial in navigating the numerous cognitive and emotional pitfalls that can deepen conflicts, many of which we might not even consciously recognize. Self-Serving Fairness Interpretations: […]
Have you ever found yourself in a negotiation, presented with an offer that (later) objectively seems fair, but something about it just doesn’t sit right with you? You can’t quite put your finger on it, but you’re inclined to reject the offer simply -because it came from the other side. If this sounds familiar, you’ve […]
Have you ever thought about how the Second Law of Thermodynamics applies to our negotiations as well? I recently came across a fascinating blog article by German psychologist Roland Kopp-Wichmann, titled “Man, Woman, Relationships – and the Second Law of Thermodynamics”. The article uses this law – the principle that everything tends to get worse […]
In negotiations, the concept of value often takes center stage. Traditionally, this value is viewed in objective terms – the tangible benefits and outcomes that one or both parties gain from the negotiation. However, a deeper dive into the art of negotiation reveals a more nuanced perspective, one that recognizes the importance of subjective values. […]
In the realm of impact negotiation, a principle that often goes unnoticed, yet holds unsurpassable wisdom, is the Principle of Simplicity. This concept, inspired by Danie Beaulieu’s techniques and Leonardo Da Vinci’s timeless wisdom, asserts that “Simplicity is the ultimate sophistication.” It is the genius of distilling complexity into something tangible and comprehensible. In today’s […]
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 […]