Power in Negotiation: The Impact on Negotiators and the Negotiation Process
According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach … Read This Post
10 Popular Business Negotiation Articles
Here are ten popular business negotiation articles on the Program on Negotiation website. Drawn from a variety of negotiation case studies as well as negotiation research, the … Read 10 Popular Business Negotiation Articles
Top Negotiation Case Studies in Business: Apple and Dispute Resolution in the Courts
In August 2012, a California jury ruled that Samsung would have to pay Apple more than $1 billion in damages for patent violations of Apple products, particularly … Read This Post
Types of Negotiation for Business Professionals
An understanding of the most common types of negotiation used in the business world will help you prepare to get the best deal possible—while building a strong … Read Types of Negotiation for Business Professionals
MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table
MESO negotiation, a negotiation strategy for creating value with a counterpart who may be reluctant to negotiate, allows negotiators to propose multiple offers without signaling commitment or … Read This Post
5 Conflict Resolution Strategies That Actually Work
Whether a conflict erupts at work or at home, we frequently fall back on the tendency to try to correct the other person or group’s perceptions, lecturing … Read This Post
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
Teach Your Students How to Have Difficult Conversations Over Email
Negotiating over email has its own unique challenges and opportunities. For example, people often assume that the emails they have sent are read immediately and so experience … Read This Post