• Taking BATNA to the Next Level: By enhancing your best alternative to a negotiated agreement, you can gain a critical advantage at the table
• Dealing with a Spoiler? Negotiate Around the Problem: Sometimes the best way to deal with obstinate negotiators is to bypass them completely. Here’s how to execute an effective workaround
• When Dividing the Pie, Smart Negotiators Get Creative: Don’t settle for uninspired compromises. Find ways to modify and expand resources to achieve more value
• Negotiating Differences: How Contrasting Styles Affect Outcomes. Not everyone bargains the same way. By becoming attuned to various social motives, you can adapt your own approach for the better

Subscribe to Negotiation

• Want the Best Deal Possible? Cultivate a Cooperative Reputation: It’s a myth that competitive negotiators win big. Our evidence shows that collaboration is a far more effective strategy
• Wise Negotiators Know When to Say “I’m Sorry”: A sincere, well-timed apology can dramatically improve outcomes. Here’s why
• Five Tactics for Increasing Your Bargaining Power: Don’t assume you have as much power as you need. Focus on situational dynamics, and increase your leverage
• Poise Under Pressure: The Well-Balanced Negotiator. Some deal makers never seem to lose their cool. To become like them, you must learn to embrace paradox
• Research Summaries: Telling Time in Different Cultures; Is the Devil in the Details?

Subscribe to Negotiation

• Get the Best Possible Deal In Mediation: These proven tactics – and a thorough understanding of how the process unfolds – can maximize your outcomes
• Divide the Pie – Without Antagonizing the Other Side: Gain your fair share while building relationships that last
• Dealing with Distrust? Negotiate the Process: Three novel strategies can help you overcome suspicion and reach agreement
• Think Fast! Expect the Unexpected at the Bargaining Table: Practice the element of surprise – and turn moments of panic into opportunities for value creation
• Research Summaries: Is your Lawyer Overconfident, Too? Getting to Yes Turns 25

Subscribe to Negotiation

• In Negotiation, Think Before you “Blink”: Contrary to current trends, relying on instinct may do more harm than good at the bargaining table
• Great Deal – But How Will It Play at the Office? Here’s how to convince your organization to accept the agreement you negotiate on its behalf
• Overconfident, Underprepared: Why You May Not be Ready to Negotiate. Increase your bargaining success by better anticipating your feelings and motivations
• From Handshake to Contract: Draft the Right Agreement. Miscommunication between negotiators and lawyers can be costly. Learn how to recognize and avoid deal-drafting pitfalls
• Research Summaries: The Enduring Power of Anchors; Rolling the Dice In Court

Subscribe to Negotiation

• How to Defuse Threats at the Bargaining Table: Our DEAL approach can launch a more productive conversation focused on satisfying everyone’s interests
• Bring Talks Back on Track with Facilitation: When tempers flare and anarchy threatens, an outside expert can increase the productivity of group negotiations
• Facing a Protracted Dispute? Consider a “Virtual Strike”: Undistributed revenues offer you and your counterpart a growing financial incentive to settle an entrenched conflict
• Focus Your Negotiations on What Really Matters: An excess of choices can blind you to a good offer. Here’s how to take control
• Research Summaries: Uncovering Negotiator Emotion; How Mood Affects Negotiator Trust

Subscribe to Negotiation

• What Negotiators Can Learn from Improv Comedy: The Same three principles that help performers think on their feet can improve your outcomes at the table
• Aim High, Improve Negotiation Results: By setting ambitious and specific goals, you can boost your performance
• What to Do When They Say “Not in My Backyard!”: When Disputes arise between organizations and local communities, carefully planned talks can repair strained relations
• A Contingent Contract? Weigh the Costs and Benefits of Making a “Bet”: When a disagreement exists about future outcomes, this novel strategy may help – but beware the pitfalls
• Research Summaries: A Worse Deal Than You Think? Blessing or Curse: The Right of First Refusal

Subscribe to Negotiation

• Power Plays: Whether you’re the stronger party or the weaker one, power will affect your negotiated outcomes. Learn how to harness it to your advantage
• Break Through the Tough Talk: Afraid of being steamrolled by a hard bargainer? Here’s how to protect yourself against your own defeatist attitude
• What Divides You Can Unite You: Leverage “microcultural” differences to improve negotiations in your workplace
• Negotiate like a Diplomat: Those who travel regularly across cultures learn to broaden their focus. Take a lesson from the diplomatic experts and become a better bargainer
• Research Summaries: When Umbrella Agreements Spring Leaks; Cultural Caveats

Subscribe to Negotiation

• Create Value out of Conflict: Savvy business leaders search for the same value-creation opportunities in disputes as they do in deals. Here are six ways to extract benefit from conflict
• Negotiating for Continuous Improvement: How to help your managers –and your company – learn from each negotiation experience
• Gain Less Pain: How to Negotiate Burdens: Negotiators over burdens such as debt can be contentious and inefficient. Here’s a better way
• Their Agent, Your Advantage: The benefits of hiring an agent are well known. Yet negotiation experts often overlook the ways in which you can use the other side’s agent to your advantage
• Research Summaries: Knowledge of Biases as an Influencing Tool; Anchors or Trial Balloons?

Subscribe to Negotiation

• Real Leaders Negotiate: When it comes to leading people, authority has its limits. Good leaders are invariably effective negotiators
• What’s Special About Technology Negotiation? High-tech negotiations present particular challenges. Here are three steps to take to surmount them
• The Mediator as Negotiation Adviser: Here’s how a mediator can help your team negotiate the best deal
• It’s Not Intuitive: Strategies for Negotiating More Rationally. How and when to abandon intuition in favor of a more analytical approach to negotiations
• Research Summaries: What Makes Negotiators Happy? Evenhanded Decision Making

Subscribe to Negotiation

• Closing the Deal: What to do when you’ve done everything right, but you still don’t have agreement
• Negotiation Design for Large, Multistakeholder Projects: Here’s how to move beyond the decide-announce-defend and full consensus approaches
• Is Your Counterpart Satisfied? Your counterpart’s satisfaction level can swing a deal to either a loss or a large profit
• Take the Long View: Why it pays to bring future concerns to the bargaining table
• Research Summaries: When More is Less; Negotiation, Envy and Lies

Subscribe to Negotiation