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February 2016 · Vol. 19 · No. 02

February 2016 · Vol. 19 · No. 02

IN THIS ISSUE

Feeling Pressured by a Counterpart? Try imposing conditions
Congressman Paul Ryan got from “no” to “yes” by requiring that his Republican colleagues make the Speaker of the House position more palatable to him.
The Backflash Effect for Women Negotiators, in Hollywood and Beyond
Successes and Messes: Adapting Ayn Rand
A film producer finally lands the one that

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January 2016 · Vol. 19 · No. 01

January 2016 · Vol. 19 · No. 01

IN THIS ISSUE

To Reduce Post-Deal Regret, Take an Analytical Approach
Dissatisfied with her first book contract, comedian Amy Schumer canceled it and negotiated a different one. A better strategy? Lessen your odds of disappointment from the start.
In Negotiation, Display Anger with Caution
Trying to Come to Terms with an Adversary?
A string of recent deals between longtime opponents

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December 2015 · Vol. 18 · No. 12

December 2015 · Vol. 18 · No. 12

IN THIS ISSUE

Negotiating in the Shadow of the Law
Learn how to swim with the sharks.
Try a Game-Changing Move in Your Next “Negotiauction”
On Social Media, Business Negotiators Should Post with Caution
Harry Shearer’s contract renegotiation for The Simpsons.
Dear Negotiation Coach: Negotiating work assignments with subordinates
How to manage work-related tasks using negotiation skills.

IN FUTURE ISSUES
Networking for negotiation opportunities

When

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November 2015 · Vol. 18 · No. 11

November 2015 · Vol. 18 · No. 11

IN THIS ISSUE

Will your eagerness to do a deal look like desperation?
John Kerry’s behavior during the Iran nuclear deal raises the question of how to create a positive impression in negotiation.
Negotiation Interrupted
A New York Giants player stonewalls after an injury.
Facing an Email Negotiation? Take a Proactive Approach
Effective email negotiators tackle the medium’s pitfalls head-on, new

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October 2015 · Vol. 18 · No. 10

October 2015 · Vol. 18 · No. 10

IN THIS ISSUE

Working on multiple deals? Look for ways to connect the dots
The New York Yankees turned a pair of recent negotiations into winning outcomes for everyone involved.
Negotiation in the News: Greece’s bad deal gets worse
A brinksmanship approach to crisis negotiations backfires.
The Pros and Cons of Backchannel Negotiations
In the public sector, top-secret talks often run

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September 2015 · Vol. 18 · No. 09

September 2015 · Vol. 18 · No. 09

IN THIS ISSUE

Negotiation logistics: Best practices for better deals
Elements of the negotiation process such as location, room setup, and meals can have surprisingly strong effects.
In negotiations with rookies, the NFL takes control
Dealing with inefficient negotiation process? Borrow a page from the National Football League’s playbook.
In negotiation, sadness can have a silver lining
New research suggests business

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August 2015 · Vol. 18 · No. 08

August 2015 · Vol. 18 · No. 08

IN THIS ISSUE

First, Put Yourself In Their Shoes
To resolve deep-seated conflicts and reach agreement with adversaries, former U.S. Secretary of State Madeleine Albright.
Bargaining in Bad Faith: Dealing with “False Negotiators”
We tend to forget – at our peril – that not everyone at the bargaining table wants to close a deal.
In DuPont’s Proxy Battle, An Expensive

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July 2015 · Vol. 18 · No. 07

July 2015 · Vol. 18 · No. 07

IN THIS ISSUE

When Armed with Negotiating Power, Use It Wisely
Negotiating with a weak or vulnerable party is an enormous responsibility, as a recent book deal involving celebrated author Harper Lee suggests.
When Negotiations Go Down to the Wire
Seemingly against all odds, negotiators reached a preliminary agreement on Iran’s nuclear program. We look at the lessons the

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June 2015 · Vol. 18 · No. 06

June 2015 · Vol. 18 · No. 06

IN THIS ISSUE

In business disputes, negotiation doesn’t mean backing down
Two music copyright infringement cases—one involving singer Robin Thicke’s 2013 hit “Blurred Lines,” the other surrounding British crooner Sam Smith’s breakout debut single, “Stay with Me”—made headlines in recent months.
In negotiation, are two anchors better than one?
Suppose you are about to negotiate the price of your

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May 2015 · Vol. 18 · No. 05

May 2015 · Vol. 18 · No. 05

IN THIS ISSUE

To “Get to Yes” with Others, First Negotiate with Yourself
In Business negotiations, our actions often go against our best interests. Self-examination can help, writes Getting to Yes author William Ury in his new book.
For Better Business Negotiations, Take the Long View
Prevent “short-termism” from harming your organization down the road.
The German Chancellor Seizes the Day,

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