MESO Negotiation: The Benefits of Making Multiple Equivalent Simultaneous Offers in Business Negotiations
In MESO, negotiation in which multiple offers are presented simultaneously at the negotiation table, effective negotiators seek opportunities to create value. By making tradeoffs across issues, parties … Read This Post
Chatbot Negotiations: What Can AI Do for You?
Seemingly all of a sudden, chatbots like ChatGPT and other forms of artificial intelligence (AI) are becoming ubiquitous in everyday life. These virtual conversation partners can do … Read Chatbot Negotiations: What Can AI Do for You?
Managing Difficult Employees: Listening to Learn
Managing difficult employees is one of the biggest challenges that leaders face. When employees seem unreasonable, belligerent, or uncooperative, managers may be tempted either to brush aside … Read Managing Difficult Employees: Listening to Learn
Government Negotiations and Beyond: Using Carrots and Sticks Effectively
As two government negotiations highlight, adding issues to a negotiation can bring benefits—but the discussion needs to be expanded. … Read This Post
Tired of Liars? Promote More Ethical Negotiation Behavior
Promoting ethical negotiation behavior is one of the steps we can take to reduce the odds that someone will try to deceive us, and is likely to … Read This Post
The Anchoring Effect and How it Can Impact Your Negotiation
Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging … Read This Post
10 Negotiation Training Skills Every Organization Needs
How can managers and their organizations increase the odds that negotiation training will lead to beneficial long-term results? Here are several pieces of advice, drawn from experts … Read This Post
How to Manage Conflict at Work
Sooner or later, almost all of us will find ourselves trying to cope with how to manage conflict at work. At the office, we may struggle to … Read How to Manage Conflict at Work
Dear Negotiation Coach: Making a Deal When You Have Anxiety
One of the issues many negotiators have is anxiety about making a deal. Will it be a fair process? Will you get what you want? Or will … Read This Post
Setting Standards in Negotiations
As the starting point from which all commercial transactions occur, from purchasing equipment to setting salaries, negotiatiosn in business is an essential skill no matter what field … Read Setting Standards in Negotiations
Great Women Leaders Negotiate
Great women leaders are no different than great male leaders—except that they may have faced more discrimination, lower expectations, and stronger resistance along the way. When women … Read Great Women Leaders Negotiate
New International Negotiation Simulations: Teaching International Negotiation with Current Global Dynamics
With the spread of a global pandemic, climate crisis, and the war on terror, resolving international conflicts has become increasingly complex. Training to address these difficult global … Read This Post