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 [...]
Articles
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 [...]
Tips for Managing Cultural Differences
Many of the tools we teach in our workshop, Managing Confrontation and Conflict can help you improve your communication skills. The tools are discussed in detail in the book Difficult Conversations: How To Discuss What Matters Most by Douglas Stone, Bruce Patton and Sheila Heen. Some tips from the book are: Listen Listening well is [...]