Archive for October, 2008

Negotiating Contracts - A Little Bit of Healthy Curiosity Goes a Long Way

Monday, October 27th, 2008

In the contracting meeting, the department head reviewed my proposal and slid the contract back across the table at me, shaking her head. "Too much," she said. "I'll give you 20% less."This was more than a decade ago, when I was just starting out in private practice, and one of ...

Don’t Be Afraid of Silence

Sunday, October 26th, 2008

In any conversation with two or more people, there is a tendency to want to talk all the time to fill any awkward silences or gaps that appear in a conversation.However, if you think of the conversations that you have with your closest friends or family, you will notice that ...

Negotiating Via E-mail?

Saturday, October 25th, 2008

Here's what the research has turned up. E-mail negotiations:* appear to take longer than face-to-face negotiations. * provide less satisfaction than face-to-face negotiations. * are perceived as less fair than face-to-face negotiations. * are more impersonal, allowing less rapport to be established. * are less diplomatic and often use blunt, misconstrued messages. * lead to ...