Author Archive

Pitfalls of Predicting: Don’t Lock Yourself In Based on Your Confident Predictions We emphasize how much negotiating these days is about relationships, rather than a simple one-time purchase of a commodity.  Whether the relationship is something as straightforward as training and support for software or something as complicated as a strategic partnership, the two sides make assumptions—predictions—about what will happen… read more →

  We at Mobus Creative Negotiating sing the praises of behavioral economics that shows that we are not Mr. Spock: emotions do affect our decisions. As the January 17, 2016 New York Times article by Jennifer Kahn, “The Happiness Code,” explains “We cash checks quickly but drag our feet paying credit-card bills, no matter the financial cost, because cashing a… read more →

“Unless You Are Spock, Irrelevant Things Matter in Economic Behavior”

While international diplomacy is in many ways far removed from the business world, the two realms share much in common when it comes to the principles for good negotiations.