Who’s Watching? How Onlookers Affect Team Talks: Negotiating in front of superiors and colleagues can be nerve-racking, but there are ways to avoid common pitfalls
Negotiators: Think Before You Drink. Alcohol impairs cognition, but it may help build rapport. Here’s how to decide whether to partake during the deal-making process
The Ins and Outs of Making
bargaining
Bargaining or haggling is a type of negotiation in which the buyer and seller of a good or service dispute the price which will be paid and the exact nature of the transaction that will take place, and eventually come to an agreement. Bargaining is an alternative pricing strategy to fixed prices. Optimally, if it costs the retailer nothing to engage and allow bargaining, he can divine the buyer’s willingness to spend. It allows for capturing more consumer surplus as it allows price discrimination, a process whereby a seller can charge a higher price to one buyer who is more eager (by being richer or more desperate). Haggling has largely disappeared in parts of the world where the cost to haggle exceeds the gain to retailers for most common retail items. However, for expensive goods sold to uninformed buyers such as automobiles, bargaining can remain commonplace.
The following items are tagged bargaining.
Negotiation Workshop: Strategies, Tools, and Skills for Success
Turn disputes into deals. Transform deals into better deals. Resolve intractable problems. Negotiating effectively requires the ability to change the game—moving away from conflict and toward collaboration. In this intensive, interactive program, you acquire a proven framework for maximizing the value of your negotiation, whether you are behind the bargaining table with a client or across the table with an opposing party. Featuring dynamic lectures, facilitated discussions, skills-based exercises, and negotiation simulations, this program also includes two personalized coaching sessions—one at the beginning of the program, and another at the end—in which participants are videotaped and evaluated on their negotiation skills.
May 2007
What About the Fine Print?: Choosing the right words for your contract is a negotiation in itself. Five guidelines will help you achieve greater precision
Walk the Line: Ethical Dilemmas in Negotiation: The potential for opportunism abounds in bargaining situations. Here’s how to decrease the use of ethically ambiguous tactics
Find the Sweet Spot in
March 2007
When Individual Bargaining Skills Aren’t Enough: If negotiation training has failed to improve results, your organization may need to address its own strategic and structural shortcomings
Build Rapport – and a Better Deal: Being in sync with your counterpart is a powerful precursor to trust and a mutually beneficial agreement
Call Their Bluff! Detecting Deception in Negotiation:
February 2007
Write First, Talk Later? Using Drafts to Make Deals: Learn what to do when your counterpart puts a standard-form contract on the table – and when to present your own
Find More Value at the Bargaining Table: Many Professionals are too quick to give up the search for all sides. Improve your deal’s quality by
December 2006
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
November 2006
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
3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals
Through the years, the art of negotiation has been stuck in a tired debate between win-lose and win-win tactics. Now, negotiation experts David Lax and James Sebenius take negotiation to a whole new level: the third dimension.
In their new book, 3-D Negotiation: Powerful Tools to Change the Game in Your Most Important Deals (HBS Press:
October 2006
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
Dealing with Difficult People and Difficult Situations
In this program, you will learn how to negotiate with someone who refuses to cooperate and bargain in good faith, or who stonewalls and won‘t bargain at all. You will learn what to do when the other side resorts to threats, dirty tricks or personal attacks, as well as how to break through negotiating logjams created by a hard bargainer’s bad behavior without ruining your chances for success.
Based on a set of breakthrough strategies you can use to turn aside attacks, escape from seemingly impossible situations and move from face-to-face confrontation to more productive negotiating results.
New Summer Programs
Taught by world-renowned professors, distinguished thought leaders and best-selling authors.
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Articles & Insights
BATNA
- Business Negotiations
- Conflict Management
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- Confronting Evil: Interdisciplinary Perspectives Conference underway
- Crisis Negotiations
- PON co-sponsored conference addresses the challenges of “Confronting Evil”
- Finding the Right Process in India
- The Fiscal Cliff and the Debt Ceiling: Program on Negotiation Chair Robert Mnookin Discusses Recent and Future Negotiations Between Congressional Republicans and the White House
- Robert Mnookin Joins Panel to Discuss the Fiscal Cliff Negotiations on NPR’s Forum
- BATNA for the Holidays? Program on Negotiation Co-Founders Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’ with NPR
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- Hiring a Mediator: A Checklist
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- Dispute Resolution Using Online Mediation
- Meeting Facilitation
- Negotiation Skills
- Negotiation Training
- Register Now for the Program on Negotiation’s Negotiation and Dispute Resolution Seminar!
- Negotiate Relationships
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