The manifesto for the “win-win” school of “principled negotiation” is Getting to Yes by Roger Fisher and William Ury of the Harvard Negotiation Project. Their approach is a stark contrast to the zero-sum technique many think of as defining good business negotiating. They had a lot of good insights, but they went way overboard. While twenty-first-century negotiating is indeed collaborative,… read more →
Starbucks and United Airlines Negotiation Some years ago, a United Airlines passenger survey made one point crystal clear: Airplane coffee was horrible. The survey caught the eye of a sales executive at Starbucks, then a medium-sized company with about six hundred stores and no international presence. Seeking to raise their profile, Starbucks asked United to go where no airline had… read more →
10 Insider Tips On Car Sales Negotiations Having both a background in negotiation training and experience working as a car salesman for a prominent Southern California Acura dealership, I’ve got something of a unique perspective on the world of car sales. Outside of the standard discounts, I’d estimate a swing of about $3,000 dollars on contentiously negotiated sales for new… read more →
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 →
Take the Advice of Shark Tank’s Daymond John: Aim Higher to Do Better What role do expectations play in business success in general, and success at the bargaining table in particular? The story of Shark Tank’s Daymond John is instructive. Raised by a single mom in Brooklyn and Queens, and burdened with dyslexia, he overcame significant hurdles to captain… read more →
Since I’ve spent the last 30 years teaching negotiating skills, I’ve been asked several times to rate Donald Trump’s abilities in this area. My immediate response has been since I’ve never actually seen Trump himself practicing the “art of the deal” it’s hard to say. I’ve heard back: Well, c’mon, there must be something you can say about Trump as… read more →
Adam Grant on Originality Adam Grant is someone we follow. Here at Mobus Creative Negotiating we’ve incorporated some ideas from his book “Give and Take” into our negotiation seminars. Grant has a new book out “Originals: How Non-Conformists Move the World.” It relates to one of our key concepts: creativity. Negotiating great deals—deals that work for you and the other party… read more →
Since joining the marketing team here at Mobus Inc, I’ve often heard it said that people negotiate everyday – in their relationships, at work, with family, etc. As Frank explains, “Negotiating is just people getting together to make an agreement.” I instinctively know this to be true, and yet I hadn’t experienced any moments of “Ah, this is a negotiation”… read more →
Organizations spend a lot of time and resources to create efficient systems for the production and delivery of goods and services. But those systems can be upended overnight by disruptive players in the market. Every year, CNBC publishes their list of the top 50 disruptive companies. The article, “Meet the 2015 CNBC Disruptor 50 companies” lists the top 50 disrupters… 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 →
Can Donald Trump Negotiate His Way to the White House? The 2016 presidential election will be forever be looked back upon as the year of the “Trump phenomenon.” The pundits have been shocked not once or twice, but repeatedly. The original announcement of his candidacy was met with reactions that ranged from polite dismissal to outright ridicule. And then… read more →
My Costco Negotiation Story I do media development here at Mobus Inc. Needless to say, I am immersed in negotiating training material and have attended the Mobus seminar numerous times. Within the first few months of working at Mobus I started to ask myself, “Have I become a better negotiator as a result of being exposed to all this material?” I… read more →
Most people would rather walk away from a deal with nothing rather than take an offer they consider unfair.
“Unless You Are Spock, Irrelevant Things Matter in Economic Behavior”
Taking the tension, apprehension and conflict out of the process can help a negotiator approach the task with a more productive attitude: it’s not such a grave and arduous ordeal to be dreaded but an opportunity to have some fun while trying to create a better deal.
Have you seen the CarMax “I hate to haggle” TV ad? It runs frequently in Southern California and probably also in any big metro area where CarMax has a presence. Let’s have a look at the popular Barista and Fireman commercial, featuring the “I hate to haggle” theme.
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.
Dilbert, the Negotiator, from Scott Adam’s comic strip provides an endless reservoir of insight into the business world.
Dilbert the negotiator counters the anchor tactic. In today’s strip (12 Feb 2015) he gets the better of guy who is attempting to use a negotiating tactic, the anchor.