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