THE HIGH PERFORMANCE LAB

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

• 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

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.

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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...

THE IDEA IN BRIEF

• Empathy is “to sense the [other’s] private world as if it were your own, but without losing the ‘as if’ quality.” Carl Rogers.
• Before we can influence the hearts and minds of others, we need to understand them. Sometimes better than they do. We need to step into their shoes.
• The biggest advantage for a negotiator lies in a very deep understanding...

THE IDEA IN BRIEF

•  As one person (agent) acts on behalf of another person (principal), their interests may diverge, and an agent may act in her own best interests rather than in the interests of the principal. The problem is further complicated by the fact that agent is typically better informed than the principal being closer to the situation. This is known as asymmetric information.
  ...

THE IDEA IN BRIEF

• First, we need to determine why they are making an ultimatum. Preparation and negotiation analysis aid in this as well as investigative negotiation approach at the table.
   
• There are 4 broad categories of reasons: they are genuinely at their indifference point; they are bluffing to test your limits; they don’t like you or something in the negotiation...

THE IDEA IN BRIEF

• In termination negotiations many employees prefer to stay with the company for 2-3 months doing their jobs for their regular pay. If this is offered by default, employees rarely request immediate termination with compensation (which most companies are ready to give), although typically this is in their best interests. This may be explained by bias of human...

THE IDEA IN BRIEF

• The Ultimatum games demonstrate that fairness plays an immense role in negotiations.

• Lack of perceived fairness may easily kill a plausible deal. People walk away from the deal better than their best alternatives, if they believe that the offer is unfair.

• Fairness is as important with respect to the offer as it is with respect to the process. Human beings value...