Bridging Cultural Divides at the Negotiating Table

Despite painstaking preparations and the best intentions to reach win-win results, negotiations sometimes derail. Build rapport, practice active listening and explore options instead of immediately making offers, advise the experts. This is hard enough as it is, so what happens when cultural differences are added into the mix? “When we negotiate with people from other cultures, we sometimes make assumptions on their intentions and aspirations that may or may not be true,” says Prof. Kandarp Mehta of IESE’s Entrepreneurship Department and Negotiation… Read More

Negotiating in a Global World

Asking for a raise, bidding for a promotion, debating a curfew with your unrelenting teenager…. These scenes don’t exactly conjure up pleasant, heartwarming images, do they? Negotiating is an anxiety-inducing endeavor for many, who fear coming across as overly assertive, insensitive or confrontational – or, even worse, losing control of the situation. If we reframe our perspective, however, we realize that negotiating is far broader than a zero-sum “winner-take-all” game. Truth be told, we negotiate all the time, more often than not… Read More