Are Women Naturally Better Negotiators Than Men? – Part II

“I always thought women made better negotiators than men.”   This was Tom Strentz’s response when I shared with him my experience teaching my class in the M.B.A. program at Georgetown University’s McDonough School of Business. Women (who comprise a minority of the students in my classes) typically are the first to demonstrate negotiation breakthroughs using the adapted hostage negotiation skills...

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3 EQ (Emotional Intelligence) Rules for Delivering Bad News Successfully!

Rule #1: Use the “Late-night FM DJ voice to deliver bad news. Rule #2: Give them fair warning (disarming empathy) and then deliver the bad news. Rule #3: Exit gracefully!

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It Depends…

As I read and hear about the accounts and comments regarding the release of Bowe Bergdahl, I am struck by the hand-wringing over the question of whether or not we should negotiate against terrorists. There are those who stand strongly on the side of NEVER and a growing number believing we should. The NEVER crowd suffers from antiquated thinking and fails to understand hostage negotiations and...

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