How to manage power dynamics in high-stakes negotiations
Former FBI agent Joe Navarro explains how to leverage non-verbal cues, manage power dynamics, and build trust to overcome deadlocks in negotiations....
Negotiation
Shaping the game: Understanding Trump’s unconventional negotiation strategy
Donald Trump’s tariff tactics offer a bold case study in game theory in negotiations. By setting the rules early, limiting options, and projecting power through credible threats, his approach shows how negotiations...
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How to handle a power imbalance in negotiations
Negotiation is hard at the best of times, especially when your counterpart may question your legitimacy. Negotiation experts Fiorella Erni and Francesca Giulia Mereu share three key pieces of advice on navigating...
Activists are not the enemy, so let’s work together
March 28, 2023 • by Etelle Higonnet in Negotiation • 7 min read
Confrontation was always seen as an essential weapon for campaigners, but a new era of cooperation is proving equally effective. With the right approach, everyone can be a winner....
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As M&A failure soars, here’s how to walk away from a deal unscathed
The global dealmaking boom is going into hard reverse as big transactions are shelved, underscoring the need for executives to strengthen negotiation tactics and exit strategies in order to preserve value....
Three dilemmas to help you test your negotiating skills
Leaders negotiate all the time. Externally, you negotiate with customers, suppliers and potentially allies, regulators and unions. Internally, you negotiate over goals, deadlines and budgets. While there is no single “best way”...
Negotiation is a relationship, not a transaction
March 23, 2022 • by George Kohlrieser in Negotiation • 5 min read
Respect and empathy for the person sitting on the other side of the table is key if a negotiation is to be a success....
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