Drinks at the White House? Clinton Plans on It
The practice of using alcohol to grease the wheels has a long and storied role in famous negotiations. In recent decades, shared drinks during adversarial bargaining helped … Read Drinks at the White House? Clinton Plans on It
Beware Self-Fulfilling Prophecies in Negotiation
A self-fulfilling prophecy is a prediction of expectations that a person has that comes true because he or she expects it will. … Read Beware Self-Fulfilling Prophecies in Negotiation
Teach “Head and Heart” Negotiation with New Negotiation Game Technology
Do you teach students how to structure a negotiation process while helping them to develop the emotional acuity necessary for building relationships with counterparts? Professor Linda Kaboolian … Read This Post
Negotiation in the News: For Cruz and Kasich, A Short and Tenuous Alliance
The failed partnership between the former rival presidential candidates points to the promise and perils of alliance building.
In multiparty negotiations, it’s common – and often wise – … Read This Post
How Your Organization Can Benefit from Mediation Techniques
If you manage people, disputes will show up at your door. The marketing VP protests that the budget cap you and your new finance VP proposed is … Read This Post
World in Crisis! One of the Most Immersive and Rewarding Negotiation Games Ever Created
This negotiation simulation comprised “the most intense, challenging and educational days of my life” reported one participant. What sort of experience could possibly elicit such a comment? … Read This Post
How Outsider Status Benefits Negotiators at the Bargaining Table
When faced with the task of assigning a subordinate to represent their organization in a negotiation, managers might look for strong negotiating experience, intelligence, a good attitude, … Read This Post
Dispute Resolution: Mandatory Arbitration Agreements Under Fire
A shake-up is afoot regarding large companies’ use of mandatory arbitration to settle disputes with consumers. … Read This Post
A Second Look at Rights of First Refusal
When transferring property, sellers sometimes insist on rights of first refusal—the chance to be first in line to repurchase the property if their buyer later decides to … Read A Second Look at Rights of First Refusal
Adaptability at the Bargaining Table: How Improvisation and Jazz Music Inform Negotiation Strategy
Aggressive tactics and hard-bargaining strategies may, at face value, provide a roadmap to success at the bargaining table but, as the Washington Post’s Kelly Johnson discovered in … Read This Post
Negotiating with Your Agent
Toby knew that Dara was the perfect New York literary agent for him as soon as he heard her friendly, professional voice on the phone. Never mind … Read Negotiating with Your Agent
How to Bargain for a Mutually Beneficial Agreement
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 … Read This Post