There is an easy way to avoid the perception of failure in negotiations: don’t ever do anything risky. Set the bar for success super-low, and you are likely to succeed every time at doing at meeting that (low) goal. Fear of failure dominates many negotiators, leading them to take few risks. A basic reason is what Carol Dweck calls… read more →
Negotiators often have to decide what to focus on. It might seem that people will naturally concentrate on what is most important; after all, that’s the rational thing to do. But as we at Mobus Creative Negotiating keep emphasizing, human beings are not always rational. Recent research by a team led by Johns Hopkins University professor Meng Zhu, published in… read more →
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