Children are not problems to be solved

by | May 22, 2015 | Negotiation

I am not a parent, but I was a rebellious teenager. My father was from the autocratic school of parenting, “I am the authority and you will obey, no questions asked.” I constantly questioned not just his logic (one of the reasons he encouraged me to become a lawyer),...

Surfacing the Prejudice Habit

by | Apr 2, 2015 | Negotiation

There’s a popular book called The Power of Habit: Why We Do What We Do in Life and Business; the author explains how to recognize, analyze, and break harmful habits. The problem: you can’t change a habit if you don’t know you’re a prisoner to it. I’m talking about the...

Compassion in the Face of Hostility

by | Nov 17, 2014 | Negotiation

How do we handle situations where our negotiating partner is suspicious, bad tempered, or openly hostile? Destructive behavior can overwhelm us and potentially derail negotiations. Transformative negotiation employs skillful means to react (or choose not to react) to...

The Success of Failure

by | May 23, 2014 | Negotiation

I recently presented on Transformative Negotiation at NBIA’s 28th international conference on Business Incubation in New Orleans. The presentation was a success. We spent an hour with incubation managers from all over the world identifying potential gaps in...

A Level Playing Field?

by | May 10, 2014 | Negotiation

I just finished reading a “Your Money” article in the New York Times by Tara Siegel Bernard entitled Moving Past Gender Barriers to Negotiate a Raise [March 24, 2104]. Forgive me again for disagreeing with experts who advise female negotiators not to display...