Understanding Cognitive Biases in Negotiation: 5 Key Pitfalls and How to Overcome Them
Explore the top cognitive biases in negotiation, why they matter, and practical strategies to counter them for better deals.
Negotiation Planning Process Best Practice
A strategic guide to the negotiation planning process — master negotiation fundamentals, improve outcomes, and elevate sales and procurement performance.
Best Sales Negotiation Training Providers for Enterprise Teams
Compare five leading sales negotiation training programs for corporate teams, covering methods, formats, and business outcomes to aid decision-making.
Negotiation Role Play Scenarios: A Step‑By‑Step Guide for Effective Practice
Learn how to design and run negotiation role play scenarios with step‑by‑step instructions, examples, and tips for trainers and teams.
David Matsumoto on ABC – How to spot a Lie
Dr. David Matsumoto appears on ABC's news broadcast discussing micro-expressions. I am a fan.
Tiger Woods Video Analysis
Below are my observations of the Tiger Woods press conference. Overall, Tiger's emotions, non-verbal communication, and words were very much aligned. He was truthful as he represented his feelings at the press conference. I did [...]
Viacom’s attempt to Position vs. Music Industry
February 12th Philippe Dauman, Viacmon’s president and CEO, issued the following statment: As we go forward, we are continuing to focus more on software than hardware, looking to reduce the cost structure associated with Rock [...]
John Edwards – another Politician that Lies
Humintell posted video clips of the John Edwards interview on ABC when he first denied the rumors of his affair and secondly denied fathering a child. Here are my comments on the John Edwards video. [...]
Case Study: The Music Business – part 2
In a nutshell this is the advice I gave my client in response to yesterday’s post. Start by examining what you know about the circumstance. […]
Case Study: The Music Business
Today I thought it would be interesting to take and dissect a real negotiation to see some of the concepts in action. So here is the setup, I’ve obscured some of the facts to protect [...]