A team of rivals? Learn how Barack Obama built a “team of rivals” and how cooperation among team members impacts negotiating skills and negotiation tactics in diplomacy negotiation. … Read More
The importance of building rapport at the bargaining table, and effective body language to that end, has been documented in numerous negotiation research studies. New research reveals that chatting to build rapport may benefit one gender over the other and sheds light on the effect of gender on the negotiation process. … Read More
Mediation vs arbitration and preferences for dispute resolution systems – why is ADR consistently less popular than the courts? Negotiation research from J. Maurits Barendrecht and Berend de Vries of the Faculty of Law at Tilburg University helps explain this. … Read More
The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. After all, … Read More
This case study of conflict management and negotiation draws on negotiation examples found in “Difficult Conversations: How to Discuss What Matters Most,” by PON faculty members Douglas Stone, Bruce Patton, and Sheila Heen. … Read More
Why is negotiation important in business? It is the foundation for a successful business career, no matter what the field, impacting everything from purchasing supplies from vendors to determining compensation for employees. Here are some negotiating skills and negotiation tactics from negotiation examples in real life analyzed by Jeswald Salacuse. … Read More
Taylor Swift’s leadership skills take a bite out of Apple in a showdown over the company’s new music-streaming service, Apple Music. … Read More
Japanese Prime Minister Shinzo Abe intervenes in labor and wage negotiations to bring both parties together to create value and resolve disputes concerning proper salaries and employee rights to bargain. … Read More
How to prepare for the best and worst outcomes in business negotiations is one of the most popular negotiation topics in business and a major focus of negotiation research. In this article, the collective bargaining agreement between the NHL players and team owners is examined. … Read More
Renegotiations generally are triggered for one of two reasons: an imperfect contract or changed circumstances.
The goal of any written contract is to express the parties’ full understanding of their deal.
Despite lawyers’ belief in their abilities to capture that agreement in writing, in practice they can only achieve that goal imperfectly, for three reasons. … Read More
Andrew Cuomo’s fusion of multiple marriage rights’ advocacy groups in New York’s fight for marriage equality is one of the best win-win negotiation examples about forming coalitions at the bargaining table … Read More
When countries face contending water claims, one of the biggest obstacles to reaching an agreement is uncertainty. Specifically, there are three types of uncertainty: uncertainty of information, uncertainty of action, and uncertainty of perception. In part 2 of this 5 part series, Program on Negotiation faculty member Lawrence Susskind explains the uncertainties facing negotiators trying … Read More