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September 2014

September 2014

What Aren’t You Noticing in Your Negotiations? A new book explains why we miss key information – and how we can do better.

Dealing With Negotiation Power Plays: The Amazon-Hachette dispute suggests ways to overcome hardball tactics.

Negotiating With the Enemy: The United States-Taliban prisoner swap.

Dear Negotiation Coach: A Change of Control.

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August 2014

August 2014

When Leading Multiparty Negotiations, Break It Down: A great negotiator offers lessons for simplifying complex talks.

In Business Negotiations, Prepare to “Consciously Uncouple”: Plan in advance what will happen if your partnership fails.

When Facing an Ideological Impasse, Appeal to Status: New research identifies a technique for breaking down barriers to agreement.

Negotiation Research You Can Use: Anger, sadness, and sacred issues.

Dear Negotiation Coach: The benefits of trust in negotiation and just how trusting you should be.

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July 2014

July 2014

How to Win at Win-Win Negotiation: Think you have to choose between collaborating and competing? A new book shows how you can have the best of both worlds.

Build Strong Relationships in Business Negotiations: When creating and implementing deals, negotiators reap great benefits from close bonds.

For Silicon Valley, a Breach of “Don’t Be Evil?” Allegations of collusion reflect the ethical perils of business negotiations.

Negotiation Research You Can Use: When Anchoring Isn’t Effective

Dear Negotiation Coach: Negotiating Patent Disputes in a Fair and Cost-Effective Manner.

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June 2014

June 2014

Launch More Productive Cross-Cultural Negotiations: Concerns about dignity, face-saving, and honor can derail negotiations conducted between cultures. Prepare to avoid misunderstandings and identify shared concerns.

Is Your Negotiating Style Holding You Back? A balance between assertiveness and empathy will improve your results.

How Will You Deal With Conflict? Rather than both empathizing and asserting, people often respond to any conflict that arises in negotiation in one of three suboptimal ways, write Mnookin, Peppet, and Tulumello in their book Beyond Winning.

Book Notes: Thanks For the Feedback: The Science and Art of Receiving Feedback Well – Make the most of feedback in your negotiations.

To Discourage Deception – Try These 12 Moves

Dear Negotiation Coach: Close to the Finish Line? Take a Step Back.

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May 2014

May 2014

Beyond Walking Away: Facing Difficult Negotiation Tactics Head-On: Coping with Lies, Threats, and Insults? Here’s How to Change the Game.

Get Past “Us” versus “Them”: A New Book Applies an Old Philosophy to Resolving Moral Conflicts.

Facebook’s Purchase of WhatsApp: Behind the Eye-Popping Acquisition.

Dear Negotiation Coach: Cooling Off After Conflict.

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April 2014

April 2014

Manage the Tension Between Claiming and Creating Value: Balance the Costs and Benefits of Sharing Information in Business Negotiations

In Negotiation, Emotional Intelligence Brings Mixed Results: The Ability to Regulate and Read Emotions May Be Less of a Boon to a Negotiator Than You May Expect.

Bringing Congress Back to the Negotiating Table: Political Science Offers a New Perspective on Washington Gridlock

Dear Negotiation Coach: The Benefits of Nonverbal Communication in Negotiation.

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March 2014

March 2014

Lessons from a Master Negotiator: Nelson Mandela.

Negotiation Research You Can Use: The High Cost of (Unconcious) Racial Bias

Questioning Authority: Negotiating with Uninformed Parties

Dear Negotiation Coach: What Can I Do To Feel Less Anxious When I Negotiate?

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February 2014

February 2014

Negotiators: Prepare to Go with the Flow – Change and uncertainty mark today’s negotiations. A new book helps us draw on our innate creativity to adapt and thrive.

Smart Phones, Smart Negotiators? Our ability to negotiate 24/7 presents both challenges and opportunities.

Nothing But Net Profit: The NBA and “The Greatest Deal Known to Man.”

Dear Negotiation Coach: Defending Against Scope Creep.

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January 2014

January 2014

Ask Better Questions in Negotiation – Gather Information That Will Expand Possibilities.

Women Negotiators – Focus on Power and Status.

Crisis Negotiations at JPMorgan – Banking on a Deal with the DOJ.

Dear Negotiation Coach – Faltering by “Paltering”?

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December 2013

December 2013

Is Your Conflict Ripe for Resolution? Prolonged conflict can be immensely destructive. To move beyond impasse, negotiators must attempt to change their perceptions.

For Business Negotiators, Patience Can Be A Virtue. The story of Microsoft’s Nokia acquisition makes a case for staying at the table.

Dear Negotiation Coach: When a Job Offer is Non-Negotiable

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