Bargaining for Advantage: Negotiation Strategies for Reasonable People

Can you invoke or call for help from any third parties?

Build working relationships across the table with small steps such as gifts, favors, disclosures, or concessions.

Commit to change: “I can assure you it won’t happen again.”

ETHICS: A CHECKLIST

Gently push back, at least for one round.

Develop a specific alternative as a fallback if the negotiation fails.

Ask more questions than you think you should.

2. Careless clicking. The informality and privacy of sitting in front of a computer screen tends to put us off our guard, and we forget that our message can easily be copied and sent to unintended audiences. The fix: Think hard before you click. Never send a first draft of a sensitive message. How will others read your words?

INFORMATION EXCHANGE: A CHECKLIST