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BATNA: Negotiation Preparation to Help Avoid Giving Up at the Bargaining Table

By on / Dealmaking

When you expect an opponent to be competitive, your confidence in the outcomes you can achieve in negotiation is likely to plummet.

In negotiation research with Adam Galinsky of Northwestern’s Kellogg School of Management, negotiators were provided with some background about their counterpart including information on how competitive their counterpart has been in previous negotiations.

This information … Read More 

Recent Posts

Negotiation Skills in Business Communication: Heading Off Deception

By on / Business Negotiations

In all types of negotiations and across all phases of the process, people can sometimes misrepresent or fail to tell the truth. Individual negotiators lie with the hope of improving their own outcomes. When negotiating his salary with the Cranbury, N.J.–based pharmaceutical marketing firm Carter-Wallace in 1997, Robert Bonczek misrepresented his prior title and salary … Read More 

Negotiation Skills in Business Communication: Status Anxiety

By on / Business Negotiations

Negotiation Skills in Business Communication: Campeau Corporation and Federated Department Stores

Sometimes in negotiation we are forced to deal not only with the issues on the table but also with concerns about status.

One famous instance took place in the late 1980s, when Robert Campeau, head of the Campeau Corporation and then one of Fortune magazine’s “50 … Read More 

The Importance of Communication in International Business: Overcoming Cultural Barriers in Dealmaking Negotiations

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 

Characteristics of Negotiation Styles: Are You Ready to Negotiate?

By on / Negotiation Skills

Characteristics of Negotiation Styles

“Winging it” is a fine approach to life’s minor decisions, but in negotiation, it can be disastrous. Follow these three preparation steps and improve your agreements.

You set up the contract renegotiation with a key client months ago. You had every intention of gathering a range of information to establish realistic goals and … Read More 

Role of Negotiation in International Business: The Negotiation Process in China

By on / International Negotiation

With its booming economy and growing international consumer influence, the role of negotiation in international business is more important than ever and negotiation skills appropriate for China are in high-demand. Here are a few negotiation tips to help you successfully navigate your next round of business negotiations in China.

Build relationships but expect to incur obligations … Read More 

Alternative Dispute Resolution: Corporate Stakeholder Engagement and Mineral Extraction in Colombia

By on / Dispute Resolution

I want to make four simple points regarding corporate stakeholder engagement and mineral extraction in Colombia. I presented these ideas several weeks ago at a Harvard Law School seminar sponsored by the Colombian government. We had senior officials present along with a great many Colombian graduate students studying at Boston-area schools. I think these prescriptions … Read More