Advanced Negotiation Strategies and Concepts: Hostage Negotiation Tips for Business Negotiators
Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. … Read This Post
Employment Contract Negotiation: Morals Clauses
Employment contract negotiation in some industries involves the negotiation of morals clauses—an increasingly common way for organizations to protect themselves from employee misbehavior. … Read Employment Contract Negotiation: Morals Clauses
In Salary Negotiations, Women Do Ask
In a reversal of past findings, women with MBA’s are now more likely to ask for higher pay in salary negotiations than their male peers, a new … Read In Salary Negotiations, Women Do Ask
Dispute Resolution Example: The Chicago Symphony’s Contract Dispute
A dispute resolution example involving the musicians of the Chicago Symphony Orchestra and management highlights the potential value of involving an influential mediator in negotiations. … Read This Post
How to Handle Conflict in Teams: Lessons from Scientific Collaborations
How to handle conflict in teams? Most advice centers on eliminating conflict. But an expert on helping scientific collaborators work together fruitfully recommends finding ways to live … Read This Post
Relationships in Negotiation: The Advantages of Rapport Building
At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even … Read This Post
When Business Agreements Break Down: The Starbucks–Kraft Arbitration Dispute
Sometimes even the best agreements arising out of negotiation in business and are liable to failure and such is the case with the dispute between food giants … Read This Post
Managing Difficult Employees—or Managing Ourselves?
Ask the many managers of a certain high-volume restaurant in the Midwest what their greatest work challenge is, and they’d most likely say something along the lines … Read This Post
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
Finding Mutual Gains In “Non-Negotiation”
The National Football League’s Pittsburgh Steelers faced a dilemma. Mid-contract, the team’s star wide receiver, Antonio Brown, asked the team to improve upon the six-year, $42.5 million … Read Finding Mutual Gains In “Non-Negotiation”
From Agent to Advisor: How AI Is Transforming Negotiation
At the Program on Negotiation’s 2025 AI Negotiation Summit, negotiation and computer science experts from around the world described how AI tools can empower us to negotiate … Read This Post
The Contingency Theory of Leadership: A Focus on Fit
When choosing our personal leadership style, we have many different models to choose from, including participative leadership, charismatic leadership, directive leadership, authoritarian leadership, paternalistic leadership, and servant … Read This Post