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A Negotiation Back on the Rails with Transactional Leadership

By on / Leadership Skills

Crumbling transportation infrastructure has become a serious issue across the country. Nowhere is this problem more acute than the nation’s capitol, where the forty year-old Metro has been plagued by ineffective, bureaucratic leadership, and is now on the verge of collapse. New Metro Chairman Jack Evans aims to tackle those problems head-on, but he drew … Read More 

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Star Wars Stories: George Lucas and a Strong BATNA, Passed Over

By on / BATNA

In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. When you are aware that you have an appealing alternative deal to the one you’re working on, you will be less tempted to accept an agreement that doesn’t meet your minimum requirements. A strong BATNA gives you … Read More 

Negotiation Games

By on / Conflict Resolution

Going to trial, it’s said, is like rolling the dice. That proved true in June 2006, when an exasperated federal judge, the Honorable Gregory A. Presnell, ordered litigants to play a game of Rock Paper Scissors if they could not privately resolve their differences over a procedural issue. The lawyers were stalemated on where to … Read More 

Challenges Facing Women Negotiators: The Impact of Leadership Styles on Strategic Decisions

By on / Leadership Skills

The impact of gender on negotiated outcomes cannot be denied – on the average, women often obtain less favorable or advantageous outcomes at the bargaining table when compared with their male counterparts. Here are some negotiation tactics and leadership styles that can help ameliorate the impact of gender on negotiations and help female negotiators obtain … Read More 

Announcing the 2016-2017 PON Graduate Research Fellows

By on / Daily, Graduate Research Fellowships, PON Graduate Research Fellowships, Students


The Program on Negotiation Graduate Research Fellowships are designed to encourage young scholars from the social sciences and professional disciplines to pursue theoretical, empirical, and/or applied research in negotiation and dispute resolution. Consistent with PON’s goal of fostering the development of the next generation of scholars, this program provides support for one year of dissertation … Read More 

How to Find the ZOPA in Business Negotiations

By on / Business Negotiations

In business negotiation, two polar-opposite errors are common: reaching agreement when it wouldn’t be wise to do so, and walking away from a mutually beneficial outcome.

How can you avoid these pitfalls? Through careful preparation that includes an analysis of the zone of possible agreement, or ZOPA.

The agreement trap

The “agreement trap” describes the tendency to agree … Read More 

Negotiation Tactics for Bargaining with Difficult People: Comcast’s Customer Service

By on / Dealing with Difficult People

In our lives as business negotiators, there inevitably will be times when we feel angry, frustrated, and mistreated. At such times we face a choice between letting our negative feelings show, concealing them, or trying to channel them into positive change. Ample negotiation research has found that negotiators who show their anger tend to make … Read More 

How to Overcome Cultural Barriers to Communication in International Negotiations

By on / International Negotiation

Negotiators faced with the task of bargaining with international counterparts often ask about strategies on how to overcome cultural barriers to communication at the bargaining table. This article draws on findings from negotiation research to offer negotiating skills and negotiation tips for negotiators dealing with counterparts from a different culture or who speak a different … Read More