Negotiating seamless leadership transitions
Travis Kalanick, until recently the CEO of ride-hailing service Uber, helped grow the company from the seed of an idea in 2009 into a global firm valued … Read Negotiating seamless leadership transitions
What is the Anchoring Bias?
It may be the most burning question in business negotiation: Should you make the first offer?
Traditionally, negotiators were advised to wait for the other side to make … Read What is the Anchoring Bias?
Success & Messes: “Chuck and Nancy” find their leverage
What’s our leverage? U.S. Senate minority leader Chuck Schumer asked himself that question continually during the congressional recess this August, he told the New York Times, following the … Read This Post
For Serial Negotiators, Pride May Come Before A Fall
Imagine that you are a purchasing agent who just scored a significant price concession from a supplier. Now it’s time to hang up the phone and move on … Read This Post
When International Negotiation Stymies the Best Mediators
On May 13, Lakhdar Brahimi, U.N. special envoy to Syria, announced that he was quitting his position as lead mediator of the Syrian conflict due to frustration … Read This Post
Culture and Teaching Negotiation: A Presentation by David Fairman
David Fairman—Managing Director of the Consensus Building Institute—recently shared his extensive experience in negotiating with, and teaching negotiation to, a variety of groups from a broad range … Read This Post
How a Bad BATNA Keeps Medicare Drug Prices High
It’s Negotiation 101: to get what you want, you need to be able to make a credible threat to walk away from a subpar deal. And for … Read How a Bad BATNA Keeps Medicare Drug Prices High
Managing Difficult Employees — Like Alex Rodriguez?
What negotiation strategies should employers use when dealing with difficult employees? Conflict management strategies and negotiation skills go hand in hand as this negotiation example about New … Read This Post
Negotiating Indigenous Land Rights
Teach Your Students to Address Fundamental Value Differences While Negotiating Indigenous Land Rights
Indigenous land rights have been a key aspect of negotiations by private companies and governments … Read Negotiating Indigenous Land Rights
Negotiation Update: In Senate health care defeat, it’s déjà vu all over again
In negotiation, learning from past mistakes is a critical skill. In our July issue, we detailed errors that Republicans made in their initial attempt to repeal and … Read This Post
Negotiation Research You Can Use: When women “lean out” of leadership roles
Women are underrepresented in leadership roles in the workplace, holding only about 16% of executive positions in Fortune 500 companies. Facebook COO Sheryl Sandberg and others have … Read This Post
Negotiation in the News: Before building a coalition, consider the consequences
This past July, the News Media Alliance (NMA), a trade association of approximately 2,000 U.S. and Canadian news organizations, announced that it was planning to ask Congress … Read This Post