International Negotiation

When two groups are embroiled in a conflict, it is common for the party with less power to have difficulty convincing the more powerful party to sit down at the negotiating table in international negotiations. In such cases, the more powerful player is likely to resist the notion of shaking up the status quo—and thus … Learn More About This Program

Communication in negotiation is the means by which negotiators can achieve objectives, build relationships, and resolve disputes. Most negotiators know that it is the most important tool you can have for successful negotiations. … Learn More About This Program

Though officials may claim otherwise, they often have a certain amount of discretion when interpreting laws and making decisions. In government and political negotiation, you therefore must determine how much discretion an official has. … Learn More About This Program

In February 2022, Women’s National Basketball Association (WNBA) star Brittney Griner was arrested in Russia, where she plays for a professional basketball team during the WNBA offseason, after being accused of bringing vape cartridges with cannabis oil into the country. She faces 10 years imprisonment in a Russian penal colony. Given the extreme tensions between … Read Government Negotiations: The Brittney Griner Case

Back-channel negotiations have been used in numerous conflicts across the globe, including the Israeli-Palestinian peace process from 1994 to 1996 and the Iranian hostage crisis in 1979–1980. In 1985, the imprisoned Nelson Mandela conducted back-channel negotiations with South Africa’s minister of justice, Hendrik Jacobus Coetsee, that laid the groundwork for the end of the apartheid … Read The Pros and Cons of Back-Channel Negotiations

It’s important to educate yourself about your counterpart’s culture so that you don’t risk offending her or seeming unprepared. At the same time, it would be a mistake to focus too narrowly when preparing for cross-cultural communication in business. Research on international negotiation can help us think more broadly when it comes to managing cultural … Read Managing Cultural Differences in Negotiation

Here is a list offering a broad overview of negotiation case studies from the recent past along with analysis of each bargaining scenario: … Learn More About This Program

Hard bargaining in negotiation is often touted as the best way to get what you want when all else fails. But as recent news stories illustrate, hard bargaining often backfires unless used in tandem with more collaborative strategies. … Read Hard Bargaining in Negotiation

When armed conflict breaks out, observers often quickly raise the prospect of a diplomatic solution. Yet many wars drag on for years, even as the possibility of peace negotiations seems to dim. As Russia’s war on Ukraine reaches the two-year mark, many U.S. and European governments are eager to try to mediate an end to … Read Prompting Peace Negotiations

Even when negotiators believe they sincerely want to reach an outcome that is fair to all, their perceptions of what constitutes a fair agreement are likely to be self-serving. As a result, they are likely to believe they deserve a greater share of a given resource than an unbiased observer would judge to be fair. … Learn More About This Program