Did you hear about Nicole Lilliman? She's the single mother of 4 who was recently fired and then re-hired by Tim Hortons for giving a Timbit to a toddler. I can't help but think of all the negotiating going on behind the scenes and of the many difficult conversations that were taking place as the [...]
Articles
Negotiation where both sides win
By Horacio Falcão There 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 negotiation when you try to create more value for all parties involved or [...]
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 negotiating with will “probably err on the side of ‘no’ rather than ‘yes’.” Falcao says many [...]
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 from the days of Liar's Poker, but do we really know how to manage [...]
Caring is More Important than Money
More important than what you earn, more important than your benefit package, most important to how you feel about your work is having a caring boss. A 2000 Gallup poll of people working in 700 different companies showed most people rate a caring boss as most important to how they feel about their work. According [...]