Recent Posts

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 

Integrative Bargaining Examples: Expanding the Pie – Integrative versus Distributive Bargaining Negotiation Strategies

By on / Negotiation Skills

Imagine that you’re buying a used car from its original owner. Of course, you want to get the best deal you can for your money, while your counterpart wants to maximize the value of his asset. After haggling with one another, each side finally arrives at a price point acceptable to both parties. But how … Read More 

Advantages and Disadvantages of Leadership Styles: Uncovering Bias and Generating Mutual Gains

By on / Leadership Skills

The persistence of the so-called “glass ceiling” and salary gap between men and women is often chalked up to the fact that men historically have been more assertive about negotiating for higher salaries, promotions, and other contributors to career success. The fear that they will be viewed as unlikeable and consequently discriminated against for negotiating … Read More