Latest Post

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: 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 

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 

Make the Most of Negotiation Skills Training

By on / Negotiation Training

Across the globe, negotiation skills training has become a common activity in managerial life. Organizations often take steps to improve their managers’ negotiation skills and their ability to manage other negotiators by enrolling them in negotiation skills training programs.

Yet often when these managers return to the office, they fail to thoroughly apply the lessons they’ve … Read More