Crisis Negotiation Skills: The Hostage Negotiator’s Drill
Here are some negotiating skills from the world of crisis negotiations: Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team … Read This Post
Negotiation Skills for Win-Win Negotiations
A few characteristics of negotiation styles include hard bargaining tactics focused on claiming as much value as possible and integrative negotiation strategies such as value creation or … Read Negotiation Skills for Win-Win Negotiations
Communication in Negotiation: How Hard Should You Push?
Communication in negotiation is a critical factor, especially when a counterpart might not be amenable to agreement. … Read This Post
Taylor Swift: Negotiation Mastermind?
What should you do when a negotiation is crumbling? Some people redouble their efforts—conducting more research, holding longer meetings, and scraping together more financing. Others look around … Read Taylor Swift: Negotiation Mastermind?
How AI Negotiation Bots Can Deepen Classroom Learning
In the classroom, AI negotiation bots can give students valuable opportunities to role-play negotiations and develop their personal negotiating style, a team of instructors at MIT has … Read This Post
The Trait Theory of Leadership
Are great leaders born or made? The question has fascinated scholars for nearly two centuries and spawned many theories.
The trait theory of leadership, which dates to the … Read The Trait Theory of Leadership
Negotiation Questions: How Asking Better Questions Leads to Better Deals
Asking questions can reveal a wealth of valuable information in negotiation. Yet most negotiators do not ask enough questions or share enough information, instead choosing to devote … Read This Post
A Top International Negotiation Case Study in Business: The Microsoft-Nokia Deal
Let’s look at the international negotiation case study of Microsoft’s decision to purchase Finnish mobile phone company Nokia’s mobile device business for $9.5 billion. The deal, which … Read This Post
Power Tactics in Negotiation: How to Gain Leverage with Stronger Parties
When the other side seems to have all the power in a negotiation, what should you do? In recent years, that question has been an urgent one … Read This Post
Negotiation Skills: 5 Proven Ways to Build Trust at the Bargaining Table
In this article some negotiating skills and negotiation tactics for building trust with your counterpart are presented. … Read This Post
Contingency Contracts in Business Negotiations
Question: Lately I have been hearing a lot—both in the news and on the job—about companies using contingencies in contracts. Given that I sometimes negotiate deals that … Read Contingency Contracts in Business Negotiations
For More Responsible Negotiation, Look Beyond the Table
Responsible negotiation involves considering how your negotiation results might affect outsiders, explains Brandeis University Professor Alain Lempereur in an interview with the Program on Negotiation. … Read This Post