Through his experiences, observations, and conversations with other Sep 17, 2024 · New research reveals that negotiators who ask more open-ended questions achieve higher personal gains without compromising their counterparts’ interests. Most Oct 1, 2020 · Negotiating with someone more powerful than you — your boss, a recruiter, or even at times a parent — can feel intimidating, especially when you’re just starting to think about what you want During his former career as a kidnapping and extortion negotiator, the author handled sensitive cases all over the world. Others focus only on securing the best outcome for themselves . The findings are based on the analysis Oct 20, 2022 · Negotiations at work are never easy. You want A smarter way to split the pie by Barry Nalebuff and Adam Brandenburger Negotiation is stressful. Jan 8, 2025 · Many negotiators miss opportunities by viewing negotiations as purely competitive, where one side’s win is the other’s loss. Here’s how to avoid reactive dealmaking by Jonathan Hughes and Danny Ertel When we advise our clients on negotiations, we often ask them how they intend to formulate a negotiation strategy. Often that brings Mar 18, 2025 · He has authored a number of books on negotiating, the most recent of which is Getting Back to the Table: 5 Steps to Reviving Stalled Negotiations (Berrett-Koehler, 2025), and advises both An analysis of 1,000 negotiations suggests that the longstanding debate between “hard” and “soft” negotiating styles misses the point. Others focus only on securing the best outcome for themselves Jan 2, 2026 · Negotiating skills Digital Article Matteo Di Stasi, Jordi Quoidbach, and Alison Wood Brooks New research reveals the secret to better deals lies in asking more open-ended questions. Jan 2, 2026 · Negotiating skills Digital Article Matteo Di Stasi, Jordi Quoidbach, and Alison Wood Brooks New research reveals the secret to better deals lies in asking more open-ended questions. Whether your goal is an extension on a deadline, a better salary package, or a more flexible work schedule, these conversations can feel overwhelming. A great deal is at stake: money, opportunity, time, relationships, reputations.

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