How to Bargain for a Mutually Beneficial Agreement

By on / Win-Win Negotiations

We tend to view job negotiations as battles over a fixed pie of resources: A higher salary for the employee means lower profits for the employer. More vacation time equals lowered productivity, and so on.
But employment negotiations can lead to win-win agreements. If an entrepreneur can’t afford office space, she will benefit from hiring employees … Read More 

Examples of Difficult Situations at Work: Consensus and Negotiated Agreements

By on / Dealing with Difficult People

Intrinsic motivations and decision making often go hand in hand – with an individual’s interests, background, and goals prompting her to choose from an array of options and that choice being implicitly impacted by a constellation of factors specific to her as individual. Knowing this, how do you motivate a negotiator to choose the “best” … Read More 

An Alternative to Traditional Dispute Resolution Instruction

By on / Dispute Resolution

Many negotiation and mediation instructors draw from other disciplines for a range of purposes. Insights from social psychology, for instance, can help students understand, explain, or predict certain interpersonal and inter-group dynamics. Ideas from economics and game theory can shed light on various value-creation principles. The performing arts, including improvisational theater, can help negotiation students … Read More 

MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table

By on / Conflict Resolution

MESO negotiation, a negotiation strategy for creating value with a counterpart who may be reluctant to negotiate, allows negotiators to propose multiple offers without signaling commitment or preference for any one option. Business negotiators that practice integrative negotiation strategies often complain that although they try to focus on creating value, they run into far too many difficult … Read More