Olesia Ulianova

The Ackerman Model is a kind of psychological judo used by FBI negotiators to manage high-stakes conversations. It relies on precisely calibrated questions, mirroring, and subtle tactical moves that push your counterpart off balance — often getting them to negotiate against themselves. At first glance, it looks like a simple sequence of offers and counteroffers. In Читати далі...

Dr. Mahzarin Banaji of Harvard University and her colleagues have studied how implicit bias often hides behind our tendency for binary, quick-fire decisions — the instinct to see everything as either A or B, yes or no, right or wrong. To overcome these binary blind spots and make more balanced decisions, consider these five practical techniques 👇 1️⃣ Map Out the Full Range Читати далі...

There are countless strategies for conducting tough or high-pressure negotiations. Below are five of the most common — and how to counter them effectively. 1️⃣ The Ultimatum Approach In this strategy, the tough negotiator lays all their cards on the table right away — presenting what they have (or don’t have) as absolute truth. The logic here is simple: by framing all Читати далі...

Negotiations can serve a variety of purposes depending on context, goals, and the relationship between the parties. Here are four key functions every manager should recognize 👇 1️⃣ Informational Function Negotiations are sometimes held purely to exchange viewpoints or gather data — for example, during the preparation phase before the main round of talks. At this stage, Читати далі...

Developed by Harvard professors and graduates, this approach combines firmness and flexibility — alternating between concessions and strong positioning. You may know it by its more informal name: the “carrot and stick” method. The essence lies in maintaining a clear, firm stance that keeps the discussion focused on the core issue — not on emotions, personalities, or Читати далі...