Assess the Extent of Real or Attributed Power and Consider the Source of Power to Develop a Negotiation Strategy Power, whether real or perceived, can influence negotiations, and comes from several sources: privilege, intimidation, withholding resources, etc. When preparing for a meeting with others to resolve a controversy or dispute, it is important to consider the power sources of all the participants. This article examines the source of power and extent of that power may help with developing a negotiation strategy. Power, whether real or perceived, can influence negotiations, and comes from several sources: privilege, intimidation, withholding resources, etc. When…
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Why Attorneys Tend to Overvalue Their Cases and What to Do! Research indicates that most lawyers over value their cases, and what is even more fascinating, it does not matter how long the attorney has been in practice! There are a number of reasons over valuation occurs; sometimes the answer is just that the attorney did not spend enough time reviewing the case, or failed to consider getting a second opinion. Then there are significant psychological factors that influence case valuation: anchoring, confirmation bias, and just plain old over confidence. The good news is there are some very simple steps…
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The Benefits of Active Listening Practicing active listening can be difficult in the distraction-filled business world, but it’s critical for engaging employees and letting them know you value their ideas and opinions. Managers should still ask for input and feedback from their direct reports even if they aren’t sure they will be able to fix the issues that are raised. Samantha White, CGMA Magazine senior editor, explains. To read the full article in CGMA Magazine, click: How to Listen Like a Pro.