Today’s Post

Why We Focus on Culture in Negotiations

By on / Negotiation Skills

Why we focus on culture
Why does concentrating on the other side’s culture lead to problems in negotiation? Consider that negotiators often focus too narrowly on the most obvious information about the task at hand. Such focusing failures lead negotiators to overlook information that’s just as important but less obvious, according to Harvard Business School professor Max H. … Read More 

Recent Posts

Intercultural Negotiations: When Negotiators Try Too Hard

By on / Conflict Management

Though intercultural negotiating schemas can be useful, negotiators often give too much weight to them, according to an article in the May issue of the journal Negotiation and Conflict Management Research, “Starting Out on the Right Foot: Negotiation Schemas When Cultures Collide,” by professors Wendi L. Adair of the University of Waterloo, Canada; Masako S. Taylor … Read More 

Coping with Culture at the Bargaining Table

By on / International Negotiation

Intercultural negotiations are common these days—and so are culture clashes. Here’s how to handle the added complexity such talks can bring.

Imagine that you’re the American representative of a U.S. food company, and you’re hoping to procure a new ingredient for several of your products from a German company. A representative from the company is flying … Read More 

Exercising Its BATNA, American Apparel Ousts Dov Charney

By on / BATNA

On June 18, the board of retailer American Apparel informed the company’s controversial founder, Dov Charney, that it was ousting him from his roles as chairman and CEO. For years, Charney had fended off sexual-harrassment lawsuits and rumors of inappropriate behavior. But only when the company’s creditors grew anxious about its long-term liability did the … Read More 

In Conflict Resolution, Fairness Concerns Loom Large

By on / Conflict Resolution

On June 30, compensation expert Kenneth R. Feinberg unveiled a plan to give restitution to victims of accidents related to the fatal ignition flaw in 2.6 million General Motors vehicles. The plan—designed to be as generous as other compensation plans Feinberg has overseen, including payouts to victims of the 2013 Boston Marathon bombings—is part of … Read More 

In Career Dealmaking, Strike the Right Balance

By on / Dealmaking

Two stories emerged in the news this month that illustrate polar opposite attitudes toward negotiating salary and benefits in the workplace.

First, a New York Times profile revealed that Ira Glass, the creator and host of the popular radio show “This American Life,” is highly uncomfortable earning a high salary. In recent years, Glass earned … Read More