Recent Posts

Integrative Negotiation Examples: Options and Expanding the Pie

By on / Dealmaking

In our society, we’re bombarded with a multitude of decisions each day, beginning with the increasingly complex question of how to order our morning coffee. In his book The Paradox of Choice: Why More Is Less (Ecco, 2004), Swarthmore College psychology professor Barry Schwartz describes the contemporary phenomenon of becoming exhausted by “the tyranny of … Read More 

Self-Fulfilling Prophecy in Negotiations: Let Your Reputation Precede You

By on / Business Negotiations

In multi-issue negotiations, research suggests that the advantage goes to negotiators with a reputation for collaboration rather than competition. In a series of studies by Catherine H. Tinsley and Kathleen O’Connor, participants were told they would be negotiating with someone who had either a tough reputation, a cooperative reputation, or an unknown reputation. Although this … Read More 

Alternative Dispute Resolution Definition and Negotiation Skills: New York Fast-Food Workers Find a Workaround to Protest for Higher Wages

By on / Dispute Resolution

On November 28, dozens of employees at several fast-food restaurants in New York City walked off their jobs and demanded better pay and unionization. In doing so, they launched what is believed to be the largest coordinated campaign in the United States to unionize fast-food workers from different restaurants, reports Steven Greenhouse in the New … Read More 

Successful Negotiation Examples: Emotional Intelligence as a Negotiating Skill and Negotiation Tactic

By on / Negotiation Skills

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 

Why is Negotiation Important in Business? Salary Negotiations and Setting Standards at the Negotiation Table

By on / Business Negotiations

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