While you might choose many processes for conducting your negotiations, we recommend the following three steps of a mutual-gains approach.
Business Negotiations
Negotiations between corporate entities, their vendors, or their employees.
The following items are tagged Business Negotiations.
Negotiating in China: The Importance of Relationship Building
Although most Americans treat those they know better than they treat strangers, Chinese behavior towards insiders and outsiders tends to be more extreme than in the United States. A guiding principle in Chinese society is guanxi – personal relationships with people from whom one can expect (and who expect in return) special favors and services. Family ties are paramount, but friends, fellow students, and neighbors can also join the inner circle. As a foreigner, you can cultivate guanxi either by hiring people with close ties to your counterpart or by developing your own relationships with key contacts.
March 2013
- Learn from the Deficit-reduction Talks – The United States didn’t go over the fiscal cliff, but few Americans liked the deal that was forged to avoid it. We look at what went wrong—and right—to show you how you can do better in your own negotiations.
- To Understand Other Negotiators, Consider the Context – Negotiators are often counseled to engage in perspective taking and empathetic understanding to achieve better results. Yet new research shows that the two very different skills have different payoffs in negotiation.
- Dear Negotiation Coach: Deal with a Crowded Table – Should you limit the number of people in the room during mediation of a high-stakes dispute? Our Negotiation Coach for February, Harvard Law School and Harvard Business School professor Guhan Subramanian, suggests strength can be found in fewer numbers of participants.
Business Negotiations and the Return of the LBO
Computer giant Dell’s potential $23 billion leveraged buyout could mark the beginning of a new era of sky-high-priced acquisitions, writes Matt Wirz in the Wall Street Journal.
Enhancing Your Deal in Business Negotiations
Not all contracts are created equal. Some maximize joint through creative trades, while others are barely satisfactory. Strategic wariness causes many people to leave untapped value on the bargaining table. Of course, agreements based on incomplete and distorted information aren’t likely to be efficient.
February 2013
Launch Successful Business Partnerships
From Negotiation to Auction: The Rise of Real-Time Bidding
When Impasse Looms, Bring Them Back from the Brink
How to Negotiate When You’re Literally Far Apart
Imagine that you’re the CEO of a sports clothing manufacturer based in Chicago. You recently traveled to Amsterdam, the Netherlands, to meet with a distributor who has a rich and diverse network in the European sports market.
During the business trip, you both express enthusiasm about the possibility of a joint venture and agree to give the potential alliance more thought.
Back home, you learn that one of your competitors has discussed similar plans with the same distributor.
January 2013
- From “You’re Fired!” to “Let’s Talk it Out”
- High Anxiety, Poor Decisions? How Bad Advice Can Hurt You
- Dear Negotiation Coach: Exercising Your Options
Overconfidence About Future Failure or Success: Limiting Strategic Miscalculation in Business Negotiations
Over-precision doesn’t necessarily lead us to think we’re better negotiators than we actually are. Rather, it causes us to trust our initial instincts too much.
Sometimes we’re actually overconfident that we’ll perform worse than others. This tendency applies to competitive situations, including negotiation.
Those who underestimate their ability to be competitive usually will choose to stay out of a negotiation.
Business Negotiations Skills Tips: Curb Your Overconfidence
Here are four pieces of advice that current negotiation research offers to reduce your overconfidence.
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BATNA
- Business Negotiations
- Conflict Management
- Conflict Resolution
- Conflict Resolution and Negotiation Across Cultures
- “Confronting Evil” Panel Videos Now Available Online
- Conflict Resolution Lessons from the Home: How Conflict Management Skills Transform Discord Into Harmony
- Working with Your Agent – and Someone Else’s – In Negotiation
- 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
- Dealmaking
- Dispute Resolution
- International Negotiation
- Tips for Navigating Negotiations in China
- Negotiating in China: The Gold Rush Mentality
- PON panel discusses Track II Negotiations, Islands of Coordination and Unilateral Moves in the New Middle East
- Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective
- An International Negotiation for an All-American Brand
- Mediation
- Mediating Tragedy: Managing the Boston Victim’s Compensation Fund
- What’s Wrong with Traditional Arbitration?
- Hiring a Mediator: A Checklist
- Social Perceptions at the Crossroads: Why Sex (Still) Impacts the Perception and Evaluation of Other Status-Linked Identities
- 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
- Negotiation Training: What’s Special About Technology Negotiations?
- For Better Negotiation Training, Study the U.S. Government’s Mistakes
- Negotiating for Continuous Improvement: Use a Negotiation Preparation Worksheet
- Pedagogy
- Sales Negotiations
- Win Win
- Women and Negotiation