BATNA Examples—and What You Can Learn from Them
What are BATNA examples in negotiation? In their bestseller Getting to Yes: Negotiating Agreement Without Giving In, Roger Fisher, William Ury, and Bruce Patton (Penguin, 1991) described … Read BATNA Examples—and What You Can Learn from Them
Unethical Negotiation Tactics: Are You Prepared for Dirty Tricks?
Unethical negotiation tactics are often difficult to detect at the bargaining table. But with advance knowledge of how they unfold, you can prepare to defuse them. … Read This Post
M&A Negotiation Strategy: Missed Opportunities in Musk’s Twitter Deal
Would Elon Musk buy Twitter or wouldn’t he? In mid-2022, that was the $44 billion dollar question at the heart of a legal battle between the Tesla … Read This Post
How to Handle Difficult Customers
Every salesperson has his or her war stories: tales of difficult customers who made extreme demands and threats, tried to take advantage, or were extremely rude. Dealing … Read How to Handle Difficult Customers
To Break Impasse, Move Beyond Concerns about Fairness in Negotiation
Arguments about what constitutes fairness in negotiation can lead parties to talk past each other and get stuck in an impasse. An interest-based approach can often encourage … Read This Post
Redevelopment Negotiation: The Challenges of Rebuilding the World Trade Center
In the wake of the destruction of the World Trade Center more than 20 years ago in New York City, there were difficult questions and challenges facing … Read This Post
What Are Circular Deals?
Circular deals in which AI companies repeatedly invest in each other have become increasingly common—and could be cause for concern. … Read What Are Circular Deals?
Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals
Communication in negotiation is the means by which negotiators can achieve objectives, build relationships, and resolve disputes. Most negotiators know that it is the most important tool … Read This Post
Political Negotiation: Negotiating with Bureaucrats
Though officials may claim otherwise, they often have a certain amount of discretion when interpreting laws and making decisions. In government and political negotiation, you therefore must … Read This Post
To Achieve a Win-Win Situation, First Negotiate with Yourself
In business negotiations, our actions and reactions often go against creating a win-win situation. Self-examination can help, writes Getting to Yes author William Ury in his book, … Read This Post
The Negotiation Process in China
With its booming economy and growing international consumer influence, the role of negotiation in international business is more important than ever and negotiation skills appropriate for China … Read The Negotiation Process in China
The Hidden Pitfalls of Video Negotiation
It used to be that when negotiating counterparts were located far apart, one side or the other would need to get in a car, train, or plane … Read The Hidden Pitfalls of Video Negotiation