The First-Offer Dilemma in Negotiations: Should You Make the First Offer?
Should you make the first offer in negotiation? Research shows anchoring boosts outcomes—but may increase anxiety. Learn when to go first. … Read This Post
The Pros and Cons of Back-Channel Negotiations
Back-channel negotiations have been used in numerous conflicts across the globe, including the Israeli-Palestinian peace process from 1994 to 1996 and the Iranian hostage crisis in 1979–1980. … Read The Pros and Cons of Back-Channel Negotiations
For Professional Negotiators, Three Is a Magic Number
Everything good comes in threes, they say. For storytellers, this means understanding that readers and listeners find a sequence of three things to be memorable, satisfying, and … Read This Post
How to Deal with Cultural Differences in Negotiation
Learn how dignity, face, and honor cultures shape negotiation styles—and how to navigate cultural differences effectively at the bargaining table. … Read This Post
Is Humor in Business Negotiation Ever Appropriate?
Can humor improve negotiation outcomes? Research shows well-timed humor builds trust, creativity, and rapport—when used strategically. … Read This Post
Teach Your Students to Negotiate the Technology Industry
Technology is a pervasive feature of modern life, providing countless benefits ranging from new cancer treatments to smart phones. Especially since the onset of the COVID-19 pandemic, … Read This Post
3 Types of Conflict and How to Address Them
In the workplace, it sometimes seems as if conflict is always with us. Miss a deadline, and you are likely to face conflict with your boss. Lash … Read 3 Types of Conflict and How to Address Them
Streaming Toward Win-Win Negotiation: Spotify Upgrades Its Negotiating Strategy
Explore how Spotify and Taylor Swift turned conflict into win-win negotiation and reshaped music royalty models in the streaming era. … Read This Post
Why Negotiations Fail
When we think of failed business negotiations, most of us picture negotiators walking away from the table in disappointment. But that’s only one type of disappointing negotiation. … Read Why Negotiations Fail
Negotiation Skills: Which Negotiating Style Is Best?
Is one negotiation style better? Learn how balancing cooperation and assertiveness leads to stronger outcomes and lasting business relationships. … Read This Post
Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
Logrolling is the act of trading across issues in a negotiation. Logrolling requires that a negotiator knows his or her own priorities, but also the priorities of … Read This Post
International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
Learn how agenda setting helps less powerful parties bring stronger counterparts to the negotiating table in asymmetric conflicts. … Read This Post