How to Negotiate in Cross-Cultural Situations
Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension … Read How to Negotiate in Cross-Cultural Situations
The Ladder of Inference: A Resource List
The ladder of inference describes how a negotiator, or any decision maker, relies upon her personal knowledge, or observable data, up the ladder of inference to the … Read The Ladder of Inference: A Resource List
How to Negotiate with Friends and Family
“Never do business with friends,” the adage goes. But should you always stay away from an opportunity to negotiate with friends and family? A strict policy of … Read How to Negotiate with Friends and Family
The Benefits of Coalitions at the Bargaining Table
Labor unions may be the most obvious example of a negotiating coalitions. When a company negotiates with an employee individually, it could threaten to hire someone else … Read This Post
Using the Anchoring Heuristic to Make Impactful First Offers
Due to the anchoring heuristic, the first offer in a negotiation has a strong influence on the final outcome. Negotiation research suggests how to craft your first … Read This Post
Managing Emotions in Negotiation: Teaching Students to Turn Emotions into an Opportunity for Mutual Gain
How do you move from an emotionally charged moment in a negotiation to a mutually beneficial agreement? In negotiations of all types, whether buying a house or … Read This Post
Types of Mediation: Choose the Type Best Suited to Your Conflict
When parties involved in a serious conflict want to avoid a court battle, there are types of mediation can be an effective alternative. In mediation, a trained … Read This Post
How Much Does Personality in Negotiation Matter?
We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality … Read How Much Does Personality in Negotiation Matter?
How to Counteroffer in Business Negotiation
Imagine you’ve received a salary offer for a new job that’s less than you’d hoped for, or a client has delivered a “take it or leave it” … Read How to Counteroffer in Business Negotiation
In Contract Negotiations, Agree on How You’ll Disagree
During the course of a complex negotiation, the last thing we want to think about is the possibility that a serious disagreement or contract breach will arise … Read This Post
Should You Negotiate a Job Offer?
Should you negotiate a job offer? It’s a question that torments many job candidates—yet according to new research, the answer is crystal clear. … Read Should You Negotiate a Job Offer?
Negotiating Conflict in Teams
Negotiating conflict can be one of the most challenging tasks facing workplace teams and groups. Here’s why it’s important to face conflict directly. … Read Negotiating Conflict in Teams