All posts with the ‘ strategy ’ Tag

A while back I wrote about how people hate losing.  It is a quirky little nit in our psychological make up that causes us to dislike losing more than we like winning.  As a result, we put a lot more energy and effort into avoiding losing than we do into winning.

I got a gentle reminder recently of how powerful fear can be.  Especially … Read More

If you’ve been reading for a while you know that I’m sort of obsessed with you getting, using and sharing information when you negotiate.

Interest based negotiation is only effective when you know what one another’s true interests in the deal are.  You can only know what those interests are if you have information.

So how do we get more information?  By asking questions.… Read More

Explaining the more difficult aspects of negotiation strategy is difficult and often boring.  But Victoria Pynchon over at Settle it Now manages to consistently make it accessible and entertaining.

Go check out her recent post on negotiations where she discusses what to do if you’re starting from a position of little to no power.  The strategy is called 3D negotiation and involves systematically changing the … Read More

It is true.  I am.

And, like most people, sometimes I have a hard time embracing that thought.

That’s a perfectly fine neurosis when I’m walking the dog or doing the dishes, but if I’m sitting around thinking, “I’m OK-ish,” when I’m negotiating, that’s a problem.… Read More

As a society we’re sort of obsessed with losing things.

Losing your mind; your virginity; control; face; weight; your religion; your grip; your hair; touch; ground.

Generally speaking, we associate “losing” with things that are bad (OK, except maybe the virginity thing).

So it shouldn’t come as a shock that psychologically humans hate losing more than we like winning.  A lot more.

Radio Lab did … Read More

Shockingly, one of the things they don’t really teach you in law school is how to negotiate.  They sort of expect that you know how to do it and that if you don’t, you’ll learn fast enough once you’re kicked out of the nest.

Looking back at my first year as a lawyer, I’m kind of amazed at some of the things I tried in … Read More

‘Tis the season for questions.

I am a big fan of asking questions during a negotiation.  As a means of gathering information, asking questions is about 10 times easier than being imprinted with the skills of a covert spy, breaking into the NSA and stealing a planted file, all while running in high heels.  (er, “spoiler.”)

But not all questions are created … Read More

For those of you that went, welcome back from Emerald City!  I took crazy advantage of a whole weekend of sunshine and spent most of my time outside.  It was lovely.  I’ve got a post or two in the hopper, but in the mean time, I offer a few more Ninja Tips.  Enjoy.

1.  Good freelancers refer other good freelancers.

Knowing when to say “No” … Read More