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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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April 2015 · Vol. 18 · No. 04

April 2015 · Vol. 18 · No. 04

Negotiate for what you need to succeed – You may be adept at negotiating for your organization, but are you passing up career opportunities back at the office?
Secret Agent Man: Should You Keep Your Deal Private? – President Obama recently surprised the world with the outcomes of three high-profile negotiations. We look at the pros

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March 2015 · Vol. 18 · No. 03

March 2015 · Vol. 18 · No. 03

In Negotiation, “Is Benevolent Deception” Acceptable?
“No One’s Really in Charge” – Hostage Taking and the Risk of No-Negotiation Politics
Exploring New Opportunities to Negotiate
Men, Women, and Violations of Trust
Dear Negotiation Coach: Earning

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February 2015 · Vol. 18 · No. 02

February 2015 · Vol. 18 · No. 02

Getting past “You go first”
When mutual sacrifice is required, it can be hard to push past impasse.
Too eager to close?
Avoid the “agreement trap”
When a little power is a dangerous thing
No alternatives can be better than poor ones
A harmonious ending
Lincoln

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January 2015 · Vol. 18 · No. 01

January 2015 · Vol. 18 · No. 01

Dealing with difficult people— even when you don’t want to
What to do when an erratic negotiating partner stands in the way of your goals.
In business negotiations, share the wealth wisely
Don’t just offer a gift; negotiate it instead
Bluffing versus puffing
The

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December 2014 · Vol. 17 · No. 12

December 2014 · Vol. 17 · No. 12

In job negotiations, set yourself up for long-term success
Status concerns, insecurity, and inattentiveness to our bargaining power can prevent us from negotiating for a position that will be satisfying over time.
How to avoid a bidding war
Five strategies to help you think outside the box

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November 2014 · Vol. 17 · No. 11

November 2014 · Vol. 17 · No. 11

In business negotiations, assess when to go it alone
The decision to negotiate without an agent should be made with care.
Are introverts at a disadvantage in negotiation?
Learning from extroverts—and capitalizing on one’s strengths
A threat of “pay to play”
A bold request

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