If you’ve ever come across someone who cannot seem to give up on an argument without being ‘right’, there’s a reason for that. And, in fact, the chances are that you may have done this yourself, even if it wasn’t intentional. Being right may be great, but if we are too focussed on being right, [...] READ MORE
A few months ago I wrote a post about how we are hardwired to be right. In a negotiation, this can lead us to become positional and prevent us from seeing value creating options which would alleviate our problems. It turns out that there’s another problem with needing to be right – it reduces our [...] READ MORE
I recently attended a professional development session on workplace conflict. One of the presenters – let’s call him Mark – delivered a 15-minute presentation about his experiences as a junior union representative of a major union. During this presentation, Mark referred on several occasions to the concept of “win-win” negotiations. And when he did so, [...] READ MORE