negotiation strategies

The following items are tagged negotiation strategies.

Sally Soprano: Role-Play Simulation

Posted by & filed under Freemium.

Sally Soprano is a distinguished soprano who is now somewhat past her prime. She has not had a lead role in two years but would like to revive her career. The Lyric Opera has a production scheduled to open in three weeks, but its lead soprano has become unavailable. Lyric’s representative has requested a meeting with Sally’s agent to discuss the possibility of hiring Sally for the production. Neither knows much about the other’s interests or alternatives. There is a wide-range of possible outcomes.

Why You Should Make More Than One Offer

Posted by & filed under Sales Negotiations.

Effective negotiators seek opportunities to create value. By making tradeoffs across issues, parties can obtain greater value on the issues that are most important to them. But how can you be sure you’re making the right offer?

Victoria Husted Medvec and Adam D. Galinsky of Northwestern University argued that, in negotiations involving many issues, you can create a great deal of value by making multiple equivalent simultaneous offers or MESOs. This strategy entails identifying several proposals that you value equally and presenting them to the other side.By making multiple offers, the theory goes, you appear more flexible, collect information about the other side’s preferences based on which offer she likes best, and increase the odds of reaching agreement.

Sacred Issues in Negotiation

Posted by & filed under International Negotiation.

In a classic New Yorker cartoon, a dinner guest shows up for the party, hands the host a $20 bill, and announce that this was the amount he had planned to spend on a bottle of win before he ran out of time. Negotiation buffs might admire the guest for making an efficient tradeoff that saved him the effort of shopping and gave the host $20 to spend as he wished. But most people would view the guest’s behavior as highly inappropriate. Why?

The Pulitzer Board Stands in Judgment

Posted by & filed under International Negotiation.

On April 16, the Pulitzer Prize board announced its annual writing prizes, with two notable omissions: the board chose not to award Pulitzers in the categories of fiction and editorial writing. The reaction from the publishing industry to the Pulitzer’s fiction snub, in particular, was swift and hostile. “If I feel disappointment as a writer and indignation as a reader, I manage to get all the way to rage as a bookseller,” writes Ann Patchett, a fiction writer and bookstore owner, in a New York Times editorial.

The Pulitzer Board’s decision comes at a difficult time for the publishing industry, which has faced steadily declining book sales in recent years. And just five days before the Pulitzer announcement, the Department of Justice filed a lawsuit against five of the biggest U.S. publishers for colluding to set e-book prices. Now the industry must do without the annual boost the Pulitzer gives to the winning author and publisher – and cope with the implication that it was a miserable year for literary fiction.

In Negotiation, Patience Wins the Jackpot

Posted by & filed under Dispute Resolution.

On April 9, the hearts of internet entrepreneurs everywhere must have skipped a beat at the news that Facebook was paying $1 billion in cash and stock to buy Instagram, a San Francisco-based start-up.

Less than two years old, Instagram offers mobile apps that allow users to add effects to their smartphone photos and share them with friends. Though the company has no revenue and employs only about a dozen people, it has experienced a meteoric rise and enjoys an “almost cult-life following,” according to the New York Times. Its 30 million users upload more than five million photos a day, though the app was only available on Apple devices recently.

Dispute Resolution

Posted by & filed under Text Ads.

In this free special report Dispute Resolution, Working Together Toward Conflict Resolution on the Job and at Home, the editors of Negotiation cull valuable negotiation strategies and curate popular content to provide you with a concise guide on how to improve your dispute resolution skills.

Harborco: Role-Play Simulation

Posted by & filed under Freemium.

Harborco is a consortium of development, industrial, and shipping concerns that are eager to proceed with the building of a new port, but face hurdles and potential opposition as they advance through the licensing process. The Federal Licensing Agency would like to see them work with other stakeholders to develop a project that is acceptable to all, or at least most parties. The project proponents must employ their negotiation skills to craft proposals that win the support of others in order to proceed.

Negotiating for a Higher Salary

Posted by & filed under Business Negotiations.

For a new employee, negotiating a salary offer up by $5,000 could make a huge difference over the course of a career. A 25-year-old employee who enters the job market at $55,000 will earn about $634,000 more over the course of a 40-year career (assuming annual 5% raises) than an employee who starts out at

Identify your negotiating style

Posted by & filed under Negotiation Skills.

Have you ever wondered if your negotiating style is too tough or too accommodating? Too cooperative or too selfish? You might strive for an ideal balance, but, chances are, your innate and learned tendencies will have a strong impact on how you negotiate. Wise negotiators seek to identify these tendencies and enhance them according to

Using a Series of Linked Games to Teach a Mutual-Gains Approach to Water Negotiations

Posted by & filed under Pedagogy at the Program on Negotiation (Pedagogy @ PON).

Multi-issue, multi-party negotiations over the allocation of boundary-crossing water resources are increasingly important almost everywhere in the world. Existing role-play simulations are helpful in conveying practical wisdom about such negotiations, but most games only deal with one issue or one aspect of negotiation at a time.
Underrepresented in our teaching materials are ‘linked games’ that cover