Virtual Negotiations Challenges

Virtual negotiation comes with its limitations that may be unwelcome to the growth of your business if not well managed. These limitations are common, however, they are also very easily overlooked and not addressed with high urgency.   Virtual negotiation challenges   Limitations with seeing a negotiator’s emotions: the major setback facing many businesses using…

Three Ways to Make a Great First Impression

High-Quality Written Communication Today, it is almost impossible to go into a meeting without knowing a little bit about the other party. Whether it is through an e-introduction through mutual contacts or through primary research online. At the developing stage of relationship building, you want all your digital collateral to represent your quality image. Your…

Parenting Girls for Negotiation Success in Life

Written with Harvard Professor Francesca Gino.   How do we raise females to foster confidence, particularly in negotiation, by breaking cultural and societal stereotypes and leading lives and careers equally aligned with their male counterparts?   Boys and girls are informed early by their parents’ behaviors, with important consequences for their future attitudes and choices. For…

How Women Can Demand a Higher Salary

This article was originally published in the Financial Times   When I was hiring a procurement manager for my team, I asked one of the finalists what she expected to be paid. She said €65,000. I stayed silent. A few seconds later, “I can accept €62,000,” she said. After another pause, she added: “It should be…

The Art of Timing in Negotiation

(written with Prof. Suzanne de Janasz)   Planning a trip to Italy to discover some Renaissance paintings? You better plan at least three months in advance if you want to see Leonardo’s Last Supper in Milan, as there is a huge waiting list.   What contributed to make this painting a masterpiece? Leonardo’s technical mastery…