Emotions Aren’t Everything
So more and more I’m seeing negotiation trainers obsessing over emotions. […]
Negotiation Mistakes: Lessons from the Piano
If you’re playing the piano for an audience there are different kinds of mistakes you can make: there are those that are so trivial they go completely unnoticed; […]
Why you’re not learning.
Comfort kills. It is impossible to improve or make positive change unless and until you step out of your comfort zone. […]
Speed, Quality or Cost
The trade-off between these (sometimes referred to as the “project management triangle” or “triple constraint”) is often a sales spiel to get buyers or clients realizing they need to sacrifice.
It usually goes something like this:
“Speed, quality or cost, you can only pick two…
If you want quick and high quality, it’s not going to be cheap […]
Your Experience Isn’t Enough
When it comes to negotiating, I often hear people talk about already having experience.
Whenever I do, this story comes to mind of Magnus Carlson, the best chess player in the world.
He’s in his early 20s and he goes down and he plays a couple of those New York chess hustlers, you know the guys who sit there every day and play for a living […]
Perceptual Contrast in Negotiation
In 1974 Philippe Petit walked a high-wire, unassisted and without a safety net, strung between the tops of the World Trade Centre’s twin towers. Petit and his team’s preparations spanned six years and included constructing a scale model, access and entry planning, weather effects and how to rig a cable across the span […]