The Power of Understanding

Increasing Negotiation and Leadership Performance through the Power of Understanding

  • Sep 25, 2012

    When attempting to create added value at the negotiation table, one of the most important things to consider is how many opportunities you have to capitalize. In other words, you should appraise the many variables that frequently present themselves at the negotiation table. A variable is a subject for negotiation, such as price, terms of payment, storage, or extra equipment… Download PDF

  • Sep 25, 2012

    Graduate school students from different countries speak about their views on Negotiations…

    Welcome to this series of podcasts on Global Negotiations. In this first podcast of the series, an international panel of students from Thunderbird School of Global Management speak about their experiences in conducting cross border negotiations. If you would like to see the video for this podcast, please visit

    Discussion question: How important is cross cultural communication while doing an international negotiation?

    Click here to follow this discussion…

  • Sep 25, 2012


    Thunderbird Professor Dr. Eileen Borris was one of the guest speakers in the UN General Assembly’s 128th Plenary Meeting on 13th Sep’12 to speak on the prevention of armed conflict and strengthening the role of mediation in the peaceful settlement of disputes, conflict prevention and resolution.

    Please follow the link below to view her presentation

  • Sep 24, 2012

    By Karen S. Walch, Ph.D.

    One of the classic keys to power is to have a strong presence that will draw more power and attention to you. Once that certain level of power is attained, then you must learn the couturiers’ game of “hide-and-seek.” Negotiation energy and tactics involve strategic, time-consuming maneuvers to be absent and “starve others of your presence.” This is all part of your Machiavellian artifice necessary to portray a powerful presence.

  • Sep 24, 2012

  • Sep 18, 2012

    Global Negotiation and the Power of Understanding

    Today I’m preparing for an around the world trip.  My travels begin in the US and stop first in Shanghai to work with executives from New Zealand.  Then it’s next to Munich for a few days on my way to Saudi Arabia to collaborate with officials at a development bank before coming back home to the US.

    In preparation for my adventure, I am reminded how similar and different we are as citizens of the globe.  While my colleagues abroad and I do not often consider our interactions and discussions as “formal negotiations”, the truth is that much of the communication we have or projects we design must satisfy not only our joint goals, but also our diverse cultural values.

    In order for my job as an educator to be successful, effective, and meaningful, I need to take some time (which I have very little of right now!) to reflect on how not only my needs can be met, but also how I can help meet the needs of those I will work with in the next couple weeks.  I have found that the best way to prepare for a mutual gains negotiation is to review the best practices of cross-cultural negotiation.

  • Sep 17, 2012

    Thunderbird Professors Paul Kinsinger and Karen Walch

    By Paul Kinsinger and Karen Walch

  • Sep 17, 2012

    By Karen S. Walch, Ph.D.

  • Sep 17, 2012

    By Karen S. Walch, Ph.D.

    As an educator and student of negotiation, I have observed that if you want to increase your power, increase your insight about yourself. One assumption from the classics that prevails yet today is that everyone wants more power. We all want to increase our power because it is human nature to do so.

    Power and negotiation are what validate our identity in the world. Power is a means to get what we want directly and specifically by working through others, both personally and professionally. Power is a positive, invigorating and necessary negotiation resource utilized across social, political and cultural boundaries.

    Wherever you are is the entry point to unlocking your sources of power which are social, psychological, intellectual, economic and political.

    Law 1 Exercise

  • Sep 16, 2012

    Success is easy to deal with, but how well do you handle your mistakes? Do you embrace them as opportunities to showcase your leadership skills, or do you shy away and look to cover up your flaws?… CONTINUE READING ARTICLE

  • Jun 29, 2012

    Please join the discussion online in our LinkedIn group: Negotiation and the Power of Understanding. This group has been created to facilitate knowledge sharing and discussions on Global Negotiations.

  • Jun 13, 2012


  • Apr 05, 2012

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