Insights
Negotiate the Process
All negotiations have two levels of negotiation going on at the same time – one over substance (the dollars, deliverables, scope of work, or whatever else is being discussed) and the other over process. The process refers to “how” we negotiate – the timing, the format, the [...]Read more
Echoing Your Way to a Good Deal
Baseball is a game of inches, or so the saying goes. Whether a pitch is a strike or a ball, whether a hit is fair or foul, whether a runner is safe or out, is determined at the margins…by a matter of inches. In negotiation, the same is often rings true. The difference between [...]Read more
Dot the “I”s and Cross the “T”s in Your Commitments
You’ve nearly finished negotiating. You have worked hard, and you are about to sign an agreement that both you and the other side are happy with. You have reached the commitment stage of the negotiation. At this point, there are two pitfalls to avoid. The first is agreeing to [...]Read more
Defuse Emotional Baggage to Improve Negotiated Results
Researchers from Carnegie Mellon University recently conducted a two-part study on the effects of emotions (e.g. anger, feelings of mistreatment or unfairness, sadness, and disgust) on negotiation outcomes. The study first analyzed the ramifications of having negative feelings [...]Read more
How to Bridge Differences using a “Ladder of Inference”
Throughout our daily lives – both in professional and personal contexts – we experience differences of opinion with others. Examples include “that movie was bad vs. that movie was good”, “I deserve a raise vs. you don’t deserve a raise”, “Chris and Pat are well-suited for each [...]Read more
Consensus Launches New Website
We hope that you find our new website to be easier to navigate, more informative, and an overall better user experience. Please let us know if we hit the mark – thanks!Read more
Focus on Contribution Instead of Blame
The project came in over budget. A deadline was missed. A critical piece of information was not incorporated into a client presentation. Things go wrong all the time. Naturally it’s important to talk about what went wrong so people can fix the mistake and make sure it’s not [...]Read more
Engaging Training Participants
Engaging Training Participants In Training Magazine’s July/August 2014 issue, Consensus’ Engaging Training Participants article gives tips for engaging learners. Click here to read articleRead more
Stepping Into Their Shoes
In Training Magazine’s January/February 2014 issue, Consensus’ Stepping Into Their Shoes article shares practical advice for resolving conflict. Click here to read articleRead more
Constructive Criticism for Managers
In Training Magazine’s July/August 2013 issue, Consensus’ Constructive Criticism for Managers article provides tips for managing up. Click here to read articleRead more