THE HIGH PERFORMANCE LAB

We are increasingly reactive in our lives.

Too many distractions.

Too many pressures.

Too much information.

Too many trees in our view to get the perspective onto the entire forest. 

Very few people deliberately think:

• where they are right now,
• where do they want to get,
• what is that first most difficult, but vital (may be tiny) first step.

Every day people succumb...

An old friend of mine recently re-posted an HBR article on importance of learning - really great stuff (google for HBR and Erika Andersen).

I respectfully disagree with the idea that you should choose only the skills, in which you can become truly great (using your past learning experience) - this comes from yet another HBR article by the same author. Life doesn't really care about what we...

THE IDEA IN BRIEF

• Noticing is very important in negotiations. By design, in negotiation there are many omissions, and unless we ask, we won't know. Noticing allows us to know precisely what to ask and when to increase the quality of our negotiation analysis.
   
• By design we, humans, are very bad at noticing, as we tend to form impressions quickly and ignore any contradictory information...

THE IDEA IN BRIEF

The simplest way to radically increase your influence in negotiations is to improve the quality of your messages. 

As choice architects, negotiators use messages to shape perceptions of their counterparts. Perceptions, in turn, drive behaviour.

Today we shall focus on the 3 very simple steps to increase the influence power of messages. All 3 are about...

THE IDEA IN BRIEF

• We negotiate via e-mails more often that we even realise.
• E-mail creates a distance - physical and temporal - between negotiators. This has both advantages and drawbacks.
• E-mail negotiation reduces cognitive and emotional pressures...if we approach this correctly. The key thing is to fight the impulse of immediate response. If the mindset is right, this is a great...

THE IDEA IN BRIEF

• Whenever we face any choice situation in negotiations, it is important to understand that there is no neutral option. However the choice is framed, the frame will influence our decision-making and, ultimately, behaviour.
• Default options create a powerful framing effect both due to anchoring and so-called status quo bias (once established). This is a reason, for instance, why...

THE IDEA IN BRIEF

• Negotiation is information game. Disciplined exploration of 'intelligence' questions allows us to do four things: decide whether we want to investigate in the first place; set up the negotiation table most favourably based on detailed understanding of parties, interests and issues; decide on how to negotiate; and protect ourselves from critical omissions, misrepresentations...

THE IDEA IN BRIEF

Setting goals is extremely important in price negotiations, for we prime ourselves (a behavioural phenomenon known as anchoring) even before we go into the negotiation room. This may be used both to nudge ourselves to make correct first offers and to protect against the influence of first offers of the other side.

RELATED RESOURCES

Your FREE price negotiation...

Ok, you have been asking for this - here it is. My top 15 list of behavioural science books.

As you know, I self-identify as a behavioural scientist first. I trained at LSE, and my cohort was one of the first who trained there. Behavioural science is a booming field of research at the intersection of behavioural economics, psychology, and neuroscience drawing heavily on multiple other...

Today I would like to talk a little bit about relevancy of negotiation and influence skills outside of big business and public cases - about job-related negotiations. In the past couple of months I have had amazingly many requests from coaching and consulting clients related to the job negotiations. What fascinated me is that people tend to think about them as something...