By Horacio FalcãoThere are key steps to creating value in a negotiation. Knowing them and how to prepare for them is the path to a “win-win” outcome. Start here. Negotiation where both sides win Value creation is only consistent in a…
Month: January 2008
Closing the deal in negotiations: Avoid rushing in
Closing a deal can be ‘extremely hard’, says INSEAD Affiliate Professor of Decision Sciences Horacio Falcao, because it’s the conclusion of the whole negotiating process. If something’s gone wrong and hasn’t been picked up by that point, the person you’re…
Read More Closing the deal in negotiations: Avoid rushing in
Conflict Management
By Alistair Dobbie In the world of finance we can all too easily skip over the very real costs of conflict. Emotional intelligence as a concept has done a lot to address the image of phone-throwing Wall Street traders left over…