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Leadership versus Managing: Women Negotiators and Barriers to the Bargaining Table

By on / Conflict Resolution

Advocating for a higher salary or a new job title are a few of the negotiation examples many bargainers will face in their career. The barriers women negotiators face when negotiating for jobs and career advancement are well known: Women who ask for more money or better opportunities can face a backlash for violating traditional … Read More 

Why is Negotiation Important: Mediation in Transactional Negotiations

By on / Mediation

We generally think of mediation as a dispute-resolution device. Federal mediators intervene when collective bargaining breaks down. Diplomats are sometimes called in to mediate conflicts between nations.

So-called multi-door courthouses encourage litigants to mediate before incurring the costs – and risks – of going to trial.

Scott R. Peppet, a professor at the University of Colorado School … Read More 

Video-Based Negotiation Scenarios

By on / Teaching Negotiation

Access to multimedia content has rapidly increased throughout the world, with videos and short clips permeating our daily life. We are consuming, producing, and interacting with videos more now than ever before. In light of increasing video fluency and interest in using videos in education, the Program on Negotiation’s Teaching Negotiation Resource Center is creating … Read More 

How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table

By on / Conflict Resolution

After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. How can she improve her cross-cultural negotiation skills?

Research shows that dealmaking across cultures tends to lead to worse outcomes … Read More 

Difficult Situation Examples: The Hostage Negotiator’s Drill

By on / Dispute Resolution

Here are some negotiating skills and negotiation techniques from the world of crisis negotiations: Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker.

Such negotiation teams are likely to commit to working together as slowly as needed to resolve a standoff. This type of agreement can … Read More