Recent Posts

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 

How to Negotiate with Friends and Family

By on / Dispute Resolution

“Never do business with friends,” the adage goes. Yet a strict policy of keeping friends and family members out of our business lives would be impractical, and it could cause us to pass up potentially valuable negotiating opportunities.

What special issues do friends and family members face when involved in negotiations together? How can they reduce … Read More 

In Negotiations with Ben Affleck, No Appealing BATNA

By on / BATNA

In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. Having a strong outside alternative enables you to walk away from a deal that doesn’t meet your needs or that would compromise your vision or ethics.

But when you are dealing with a negotiating partner who seems irreplaceable, … Read More 

A Second Look at Rights of First Refusal

By on / Negotiation Skills

When transferring property, sellers sometimes insist on rights of first refusal—the chance to be first in line to repurchase the property if their buyer later decides to sell. A right of first refusal can be an obvious advantage if your financial circumstances later change. And if you’re keeping adjoining land, you may wish to protect … Read More 

What Are Effective Leadership Skills? When Identities Clash or Click at the Bargaining Table

By on / Leadership Skills

Female bosses in the United Kingdom earn only three-quarters as much as their male colleagues, despite the fact that the Equal Pay Act outlawed inequitable pay between men and women more than 40 years ago, the British daily newspaper the Guardian reported in August. A study by the Chartered Management Institute found that the salary … Read More