Book Landing2020-05-17T18:15:04+00:00

Negotiating Recession

How to Survive and Thrive in Downturns
through Negotiation

By Professor Seth Freeman

“Seth Freeman is a star teacher and innovator in negotiation studies.”
-Prof. Richard Shell,  Wharton School of Business, author of Bargaining for Advantage.

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Acclaimed professor of negotiation & conflict management Seth Freeman explores specific, practical ways you can deploy negotiation skills and tools to manage the most challenging moments in your business life- the moments when regional, industry-wide, or global recession (or firm-specific downturn) seem to threaten your future.

(May 7, 2020) Finding & Creating a Job in Tough Times- Part 2: Ask for Referrals

Ask for it. A direct and potentially fast way to find a job is to ask people who like you for referrals to a job you may be right for. Like Information Interviewing (May 5, 2020), it relies on the fact that ~75% of the jobs available on any given day are found through connection, referral, and internal promotion.  Unlike Information Interviewing, here you more directly tell your contacts you would appreciate their help finding a job.

Asking Directly. The most direct way is to simply tell people who like you what you’re looking for and ask if they can refer you to a job at their firm or someone else’s firm- a job you might be right for. You might, for example, say, “I was […]

May 7th, 2020|

(May 5, 2020) Finding & Creating a Job in Tough Times- Part I: Information Interviewing

How are most jobs found? Studies find ~75% of the jobs available on any given day are not found through traditional search methods like resume campaigns, on campus recruiting, or answering ads or Internet posts. They’re found through connection, referral, and internal promotion. That fact may sound like bad news if, like most of us, you don’t have an ‘old boy’s network.’ But if you combine it with a simple, powerful strategy then instead of a wall it can be a gateway. The strategy is something you’ve probably heard of but stay with me here, because most don’t know what it means exactly or how to deploy it. The answer is Information interviewing.

What Information Interviewing Is- and Isn’t. First, here’s what I don’t mean: (1) giving out your […]

May 5th, 2020|

(May 2, 2020) The Hostility-to-Harmony Hack- Deploy Common Interests in Downturns

Common interest appeals are almost like magic. Imagine a magic wand that allows you to quickly turn division into unity, wariness to trust, and competition into collaboration. There’s something you can do that works almost that effectively: appeal to common interests. That ability is a particularly precious thing in downturns when any group can feel especially divided and suspicious in the face of scarcity and fear. Appealing to a common interest means showing other(s) that you and they have a shared goal you can achieve together if you collaborate. The appeal works because it gives each of you a clear reassurance you have reason not to hurt each other, and a clear motivation to help each other.

They’re everywhere in crises. Once you look you can […]

May 2nd, 2020|