Negotiation Case Studies, Negotiating in Life, Negotiating Tips, Business Negotiation August 17, 2011

Around the Web

With so many good articles on topics relating to business and negotiation around the web, Negotiation Space has rounded up three for your perusal.

Mean people win?

Although it is not something we advocate, it seems being mean and disagreeable can be advantageous for men in a negotiation. According to the article “Nice Guys Finish Second, Women Finish Last”on LiveScience.com, being disagreeable is advantageous for men in salary negotiations. The article says:

Nice guys don't get ahead in salary negotiations, but they don't finish last either, a new study finds. That position is left for women, whether or not they're nice. Men with disagreeable personalities out-earn men with agreeable personalities by about 18 percent, according to research to be published this fall in the Journal of Personality and Social Psychology.

Do you need to make bad trade-offs? Margaret Heffernan, who wrote the book “Willful Blindness,” argues in the article “Do Tough Decisions Require Making Trade-offs?” on Bnet.com, that being a good leader means not accepting BAD trade-offs. She writes:

decision-makers were determined to find solutions they could be proud of and not to accept bad trade offs. That required a high degree of patience and intellectual rigor on their part. But it also required that they reject the simplistic narrative that polarizes extremes and urges a cynical or lazy acceptance of simple answers. Just because Washington can’t do it doesn’t mean you can’t do it in your business. Strategy, after all, isn’t an election. It is supposed to be a thought process.

How to give your brain a boost Good thinking is crucial in business negotiations. To improve your brain’s plasticity, according to the article “Give Your Brain a Boost” on Bnet.com, follow some simple suggestions. These tips include:

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THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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