Recent Posts

Crossed Wires? Negotiation Games To Help Your Business Deal Sidestep Legal, Technical And Emotional Glitches

By on / Teaching Negotiation

What’s faster than the pace of technological development? The pace of lawsuits being filed about the adoption of new technologies, patent infringement, and intellectual property rights. In our modern world, professionals must be able to resolve highly challenging technology-related disputes – often before they reach the courtroom. That’s where the Program on Negotiation’s Teaching … Read More 

ZOPA Negotiation: Bargaining Between Friends

By on / Negotiation Skills

ZOPA Negotiation: How to Find Points of Agreement While Bargaining
Finding the zone of possible agreement in negotiations can be difficult, especially when dealing with friends and family. We all know people who have “alligator arms.” When the restaurant check comes, they can’t manage to reach their wallets, or they quibble that they had the small … 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 

Integrative Negotiation Examples: Options and Expanding the Pie

By on / Dealmaking

In our society, we’re bombarded with a multitude of decisions each day, beginning with the increasingly complex question of how to order our morning coffee. In his book The Paradox of Choice: Why More Is Less (Ecco, 2004), Swarthmore College psychology professor Barry Schwartz describes the contemporary phenomenon of becoming exhausted by “the tyranny of … Read More 

Self-Fulfilling Prophecy in Negotiations: Let Your Reputation Precede You

By on / Business Negotiations

In multi-issue negotiations, research suggests that the advantage goes to negotiators with a reputation for collaboration rather than competition. In a series of studies by Catherine H. Tinsley and Kathleen O’Connor, participants were told they would be negotiating with someone who had either a tough reputation, a cooperative reputation, or an unknown reputation. Although this … Read More 

Alternative Dispute Resolution Definition and Negotiation Skills: New York Fast-Food Workers Find a Workaround to Protest for Higher Wages

By on / Dispute Resolution

On November 28, dozens of employees at several fast-food restaurants in New York City walked off their jobs and demanded better pay and unionization. In doing so, they launched what is believed to be the largest coordinated campaign in the United States to unionize fast-food workers from different restaurants, reports Steven Greenhouse in the New … Read More