An Alternative to Traditional Dispute Resolution Instruction

By on / Dispute Resolution

Many negotiation and mediation instructors draw from other disciplines for a range of purposes. Insights from social psychology, for instance, can help students understand, explain, or predict certain interpersonal and inter-group dynamics. Ideas from economics and game theory can shed light on various value-creation principles. The performing arts, including improvisational theater, can help negotiation students … Read More 

MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table

By on / Conflict Resolution

MESO negotiation, a negotiation strategy for creating value with a counterpart who may be reluctant to negotiate, allows negotiators to propose multiple offers without signaling commitment or preference for any one option. Business negotiators that practice integrative negotiation strategies often complain that although they try to focus on creating value, they run into far too many difficult … Read More 

How Chaos at the Bargaining Table Can Help Negotiators Reach Agreement

By on / Negotiation Skills

Here are some examples of negotiation situations in which chaos at the bargaining table works to the negotiator’s advantage. Whether conducting business negotiations involving commercial transactions or personal disputes with a friend, the following negotiating skills and techniques can be used.

Take Thomas Green’s story:

“I’ve learned to make chaos my friend in negotiation,” says Thomas Green, … Read More 

Examples of Negotiation in Business: Starbucks and Kraft’s Conflict Management

By on / Business Negotiations

Getting to agreement can be a lot of the battle in business negotiations – but once the agreement is signed, what do negotiators do then? More bargaining according to negotiation research. Preparing yourself for fulfilling the negotiated agreement, or for your inability to comply with it, will help negotiators preserve hard-fought relationships when the deal … Read More 

Power in Negotiation: Examples of Being Overly Committed to the Deal

By on / Dealmaking

When you’re more tightly bound to an agreement than your counterpart is, trouble could follow. Manage your escalation of commitment—and level the playing field.

Read the following three examples and notice the differing levels of commitment between the two negotiating parties.

Consider these three real-life negotiating scenarios:

Discover how to boost your power at the bargaining table in this FREE special report, Dealmaking: Secrets of Successful Dealmaking in Business Negotiations,
from Harvard Law School.

Negotiation Scenario A. An elderly couple put their Boston home up … Read More 

Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals

By on / International Negotiation

Question: Before taking my new job, I had 10 years of successful experience negotiating with suppliers all over the United States. The company I just joined sources materials and components from almost everywhere but the United States. What advice can you give me on negotiating with foreign suppliers? Program on Negotiation faculty member and negotiation … Read More