Something, such as a point previously claimed in argument, that is later conceded.
The following items are tagged concession.
Adapted from “Deadline Pressure: Use it to Your Advantage,” by Don A. Moore (professor, Carnegie Mellon University), first published in the Negotiation newsletter.
In the summer of 1988, National Basketball Association (NBA) team owners and players were at loggerheads over their new contract. At midnight on June 30, the owners declared a lockout, halting preparations for
Would you rather negotiate with someone who is rational or irrational? Too many negotiators falsely assume that bargaining with an irrational partner lends you a competitive advantage. You may think that you should use their mistakes to your advantage.
For decades, Hormel Foods and its employees enjoyed one of the most cooperative and productive labor-management relationships in the processed foods industry. But beginning in the late 1970s, when Hormel pushed for wage concessions, the company’s relationship with its workforce began to deteriorate, especially at the plant in Austin, Minn., the quiet “company town” where Hormel was founded.
Adapted from “Smart Alternatives to Lying in Negotiation,” by Deepak Malhotra (associate professor, Harvard Business School), first published in the Negotiation newsletter.
Daniel, a senior manager at a large consumer products firm, has been asked by a company vice president to submit a detailed budget request for his department. Daniel has an incentive to overstate anticipated
Adapted from “Should You Make the First Offer?” by Adam D. Galinsky (Professor, Northwestern University). First published in Negotiation Newsletter.
Whether negotiators are bidding on a firm, seeking agreement on a compensation package, or bargaining over a used car, someone has to make the first offer. Should it be you, or should you wait to
Top executive pay attorney Joseph Bachelder was representing a client who’d just been chosen as a company’s next CEO. After a first session with the board’s representative to hammer out a compensation package, Bachelder took his client aside and informed him that he would get everything he wanted from the negotiation, according to the Wall Street Journal.
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When negotiators get along well, creative problem solving is easy. When they become upset, however, they seem to forget everything they know about finding joint gain, to the point of giving up tangible wins simply to inflict losses on the other party. This is especially true in high-profile negotiations that turn nasty. Confronted with negative
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.
Negotiation and Conflict Resolution
TUFTS UNIVERSITY (UEP 0230-01)
FALL 2012
Instructor:
Robert Burdick
Department of Urban and Environmental Policy
617-627-3394
Negotiation, Mediation and Conflict Resolution is a course in which students study theories of negotiation and apply theories in simulated disputes and transactions, which are then debriefed in class. The course focuses on 1) negotiation planning, 2) case preparation and evaluation,
Everyone has to negotiate with government sooner or later. Maybe you’re seeking a building permit for an addition on your house. Or a reduced tax penalty at the end of an IRS audit. Or permission from the state to open a charter school. Or a contract to sell software to the Defense Department. You may
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Sales Negotiations
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