Many CEOs assume that organizational structure—the boxes and lines on a company’s org chart—is a key determinant of financial performance. Like generals, they see their job as putting the right collection of troops in the right places. If the battle is about innovation, for example, then the CEO’s duty is to create the best possible […]
How good is your company at problem solving? Probably quite good, if your managers are like those at the companies I’ve studied. What they struggle with, it turns out, is not solving problems but figuring out what the problems are. In surveys of 106 C-suite executives who represented 91 private and public-sector companies in 17 […]
Language is only the most obvious part of the global communication gap. Different cultures also have distinct approaches to communication during meetings.
How cultures use language to communicate during meetings, with wider shapes showing greater conversational range, obstacles marked in grey, and cultural traits noted as well.
Ethics in negotiation can involve expectations of fairness, equity, and honesty but, sometimes, despite your best intentions, one or more of these four forces might lead you to behave unethically during job offer negotiations.
In negotiations, using an objective standard can strengthen your proposal and eliminate emotional bias.
What are negotiation skills, and why are they important to employers?
Reach a peaceful end to your dispute by following these proven negotiation and conflict resolution strategies.
The first step to inspiring trust in negotiations is to demonstrate trustworthiness. All negotiators can apply the six strategies that follow to influence others’ perceptions of their trustworthiness at the bargaining table.
Tips for closing the deal when you think you’ve tried everything.