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Top 10 Best Negotiations of 2014: Negotiation Case Studies Drawn from Negotiation Examples in Real Life

By on / Negotiation Skills

Rather than unparalleled triumphs and victories, many of the 10 Best Negotiations of 2014 share a common theme of “making the best of a bad situation.” From climate change to Congress to Cuba, negotiators often found themselves trying to claw their way out of the darkness and into the light. Here are 10 negotiations that … Read More 

MESO, Negotiation, and Dealing with Difficult People: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking

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 

Leadership Styles: Body Language in the Negotiation Process and the Impact of Gender at the Bargaining Table

By on / Leadership Skills

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 

Dealmaking in Negotiation: Six Strategies for Creating Value at the Negotiation Table

By on / Dealmaking

Negotiation topics in business: In today’s market, consumers are often the more powerful parties in negotiations with sellers.

To claim the most value in your next haggling experience, use the following six negotiation strategies.

1. Explore your alternatives (and know your best alternative to a negotiated agreement, or BATNA).

Sometimes business negotiation opportunities pop up on the fly, … Read More