In these times, we are likely to be conducting more business virtually. That presents some unique challenges which will require creativity to resolve. Well, Creative is our middle name at Mobus Creative Negotiating. Some of the best advice we have seen for how to negotiate virtually comes from a Havard Business Review post about virtual meetings, What It Takes to… read more →
We at Mobus Creative Negotiating put the word “creative” in our title because that is such an important part of modern business challenges: coming up with new ways to address old problems. Our materials emphasize the importance of approaching negotiations not only as a way to get a better price but also as an opportunity to discover new opportunities and… read more →
We at Mobus Creative Negotiating talk a lot about the insights of the modern school of economic research called “behavioral economics.” At its most basic level, behavioral economics says that you simply can’t understand how the economy works unless you understand how people actually make decisions, and the way our thought process or, our mind, works. A big name… read more →
One of the all-time best-selling investment books is Burton Malkiel’s 1973 A Random Walk Down Wall Street, now in its 12 edition. Its thesis is “a blindfolded monkey throwing darts at a newspaper’s financial pages could select a portfolio that would as well as one carefully selected by the experts” because the markets have already factored in all the information… read more →
Any negotiator is going to face setbacks – probably including some serious ones. Even if you follow all the advice we at Mobus Creative Negotiating give, sometimes things will not go your way. It’s important to understand how, when you have been knocked down, to get up, dust yourself off, and move forward. Catherine Sanderson of Amherst College gives much… read more →
We at Mobus Creative Negotiating point out that much modern negotiating is about the terms for an ongoing relationship rather than a one-time purchase. When making even what looks like a simple purchase like a software program, we should think about the technical support and the future upgrades that the supplier will provide. In The Optimists’ Telescope, Bina Venkataraman explores… read more →
We at Mobus Creative Negotiating have often cited the work of Nobel-Prize-winning economists. Today we turn to a different kind of champion, namely, a poker player. More specifically, Annie Duke – a World Series of Poker bracelet winner, the winner of the 2004 Tournament of Champions and the only woman to win the NBC National Poker Heads Up Championship. She… read more →
In the world, many firms are subcontracting out activities that in past decades they would have had employees do. Why is that? One of the modern economic theories which we use at Mobus Creative Negotiating is transaction cost economics by Nobel-Prize-winning economist John Williamson. He developed and expanded the work of Ronald Coase from the 1930s. The basic question they… read more →
Charles Lamb is a Johns Hopkins University brain surgeon who studies creativity and speaks about his work in a way any layman can follow; see https://www.ted.com/talks/charles_limb_your_brain_on_improv/transcript . He admits that his speciality is a little odd; as he puts it, “I have never had a patient tell me, ‘I really want you to be creative during surgery.’” He is fascinated… read more →
We at Mobus Creative Negotiating are constantly checking out the latest research to see what can help negotiators. We often talk about “behavioral economics” which one recent survey described as follows: “Much of behavioral economics consists in using psychological insights to influence behavior. These interventions tend to be small, often involving subtle changes in how choices are presented” (https://www.nytimes.com/2018/10/06/opinion/sunday/behavioral-economics.html). Debates… read more →
We at Mobus Creative Negotiating have long taught techniques for negotiating by phone as well as face to face. Well, that’s becoming passé. Phoning is so 20th century: no millennials speak on a phone. To quote an August 9, 2018, Washington Post article: https://www.washingtonpost.com/technology/2018/08/09/want-better-customer-service-dont-call-text, “Some 20 million businesses now use Facebook Messenger each month to talk to their customers.” Facebook’s… 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.
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.
Doctors negotiate every day, almost constantly, yet they receive almost no formal instruction in how to do so.
Let’s talk about drugs! If you work for a large consumer products company you know it takes a LOT of work to develops medicines for the general public. And you know what that means…