Top 10 Notable Negotiations of 2022
Looking back at our Top 10 Notable Negotiations of 2022, which highlight key lessons that negotiators can take away from dealmaking and conflict resolution in government, business, … Read Top 10 Notable Negotiations of 2022
Moral Leadership: Do Women Negotiate More Ethically than Men?
A key component of moral leadership is motivating others to live up to their personal ethical standards and those of your organization, even in the face of … Read This Post
BATNA and Other Sources of Power at the Negotiation Table
BATNA negotiations involve a negotiators knowledge of her best alternatives to a negotiated agreement and are one of three sources of negotiating power at the bargaining table, … Read This Post
Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
Negotiating opportunities sometimes come from challenging sources: a family member who has been unreliable in the past but promises to make a change; a business competitor that … Read This Post
In Negotiation, How Much Do Personality and Other Individual Differences Matter?
Most negotiation advice centers on the mistakes all of us make. But individual differences in personality, intelligence, and outlook could also affect your talks. Imagine how you … Read This Post
Labor Relations: Negotiating Collective Bargaining Agreements
Contract bargaining in labor relations is one of the most complex areas of negotiation and dispute resolution. There are rarely clear cut or mutually agreed upon notions … Read This Post
Settling Out of Court: Negotiating in the Shadow of the Law
When disputes arise, negotiators face the difficult question of whether to try to reach a settlement on their own or hand decision-making power over to a judge, … Read This Post
Distributive Bargaining Strategies
Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, … Read Distributive Bargaining Strategies
How to Negotiate a Business Deal
In late 2016 and early 2017, news stories abounded of companies that were having second thoughts about planned mega-mergers. Abbott Laboratories began looking for ways to exit … Read How to Negotiate a Business Deal
How to Deal with Cultural Differences in Negotiation
When figuring out how to deal with cultural differences in negotiation, it helps to consider the cultural prototypes represented at the bargaining table—but individual differences count, as … Read This Post
AI Negotiation in the News
OpenAI’s unveiling of its ChatGPT software in late 2022 has led to some notable conflicts and negotiations, in addition to new applications of AI to negotiation and … Read AI Negotiation in the News
The Art of Negotiation: Anger Management at the Bargaining Table
Displays of anger can pay off for negotiators, at least when it comes to claiming value in negotiation, research shows. Viewing angry negotiators as formidable opponents, we … Read This Post