If you`ve ever been part of an organizing team that was preparing to negotiate a deal with another organization, you`re probably faced with this frustrating task: coordinating your individual interests, the interests of other team members, and those of your company as a whole. . Fraudulent negotiation tactics can spread: parties “stretch” numbers, hide important information, and make promises they know they can`t keep. The benefits of negotiations in the economy provide a strong incentive to recognize these behaviours. Unfortunately, most of us are very bad lie detectors. Even professionals who regularly meet with liars, such as police officers and… For decades, it`s rare for General Electric (GE) and the Environmental Protection Agency to pay for the removal of PCBs or polychlorinated biphenyls that GE had launched into new York`s Hudson River, a cleanup project that would likely cost hundreds of millions of dollars. In October 2005, the two sides reached an agreement. . Read More A negotiated agreement goes back and forth in the hope of reaching an agreement if you and the other party have both common and opposing interests. Of course, it is a process of finding the interests of the other and reconciling them with their own.
Choosing the right person for hard work is often more than just a hiring decision. It is a negotiation. To do well, you need extraordinary leadership qualities. Nowhere is this clearer than on late-night television. Last year, Jay Leno left The Tonight Show. . To protect yourself, act irrationally or in a way that can harm you, the authors of Beyond Reason: Using Emotions As You Negotiate Roger Fisher and Daniel Shapiro advise you to measure your emotional temperature during a trial. In particular, try to determine if your emotions are manageable, if they are likely to heat up or overheat. . Read more Companies buy and sell goods and services on the basis of contracts with other companies. These business contracts influence the results of your business and the time you need to spend managing your business relationships. .