Negotiation Innovation

Get right with your interactions!

Learn to apply a consistent behavior in your negotiations.

Take time for renewal in your interactions.

Building trust is essential for doing business (and maintaining relationships) in a connected world. This podcast episode brings some research to bear on real stories of trusting, and not trusting organizations. 

Some incredibly interesting research calls into question the drivers behind gender differences in negotiated outcomes. This episode is meant to spur some questions, as well as push for some critical thought about how our genders approach negotiation.

New research shows that providing more information can impact the long-term benefits in a negotiation much more than previously thought. Providing a negotiating partner with information that can provide them with more profit, at your own expense, can impact trust and long-term relationships in a way that can dramatically impact your negotiation. This research even looks at the impact of providing the other negotiator with your reservation price, a previously unthinkable strategy.

Recent research has found that negotiators approach their interactions differently depending on the number of parties to the negotiation. Specifically, the negotiators change their strategy when faced with a multiparty negotiation, rather than a dyadic negotiation. In this episode I break down the research and give you some practical applications.

Learn to manage the impact of incidental emotions on your negotiation.

Continuing the series exploring research, this episode examines the value of research over anecdotal learning. I talk about some pertinent research on offers, trust, and lying in negotiation.

Continuing the summer look into current research in negotiation, this episode explains some research on fairness perceptions in online negotiation. After the last episode covered the efficacy of face to face negotiation, this episode tackles the inevitable online negotiation.