How to Deal with Difficult Customers
To hear some salespeople and service representatives tell it, difficult behavior from customers is at an all-time high. Stories of demanding customers proliferate in the press and … Read How to Deal with Difficult Customers
Top 10 Notable Negotiations of 2022
Looking back at our Top 10 Notable Negotiations of 2022, which highlight key lessons that negotiators can take away from dealmaking and conflict resolution in government, business, … Read Top 10 Notable Negotiations of 2022
Positional Bargaining Pitfalls
Positional bargaining may sound like business as usual, but it shouldn’t be. In fact, positional bargaining is typically an ineffective way of reaching an agreement for numerous … Read Positional Bargaining Pitfalls
What Are Circular Deals?
Circular deals in which AI companies repeatedly invest in each other have become increasingly common—and could be cause for concern. … Read What Are Circular Deals?
Taylor Swift’s Negotiation Dream Comes True
For Taylor Swift, the negotiation goal of owning her master recordings was a long time coming. With patience, tenacity, and a win-win negotiation strategy, the superstar forged … Read Taylor Swift’s Negotiation Dream Comes True
Malala Yousafzai Visits the Program on Negotiation
The Nobel laureate and activist screened a new film documenting the Taliban’s gender apartheid and called for Afghan women and girls to be represented in international negotiations. … Read This Post
How to Manage Difficult Staff: Gen Z Edition
Wondering how to manage difficult staff? Some managers are having trouble with employees who entered the workforce during the Covid-19 pandemic. Here are some tips for dealing … Read How to Manage Difficult Staff: Gen Z Edition
Michael Scott, Negotiation Genius? Lessons from TV Negotiations
Business negotiators can get useful advice from a variety of sources, from books to blogs to training and classes—and even, as it turns out, from TV shows. … Read This Post
Using Principled Negotiation to Resolve Disagreements
Parties can often reach a better agreement through integrative negotiation—that is, by identifying interests where they have different preferences and making tradeoffs among them. If you care … Read This Post
Choose the Right Dispute Resolution Process
What is dispute resolution? There are three basic types of dispute resolution, each with its pros and cons. The first two, mediation and arbitration, are considered types … Read Choose the Right Dispute Resolution Process
Managing Difficult Negotiators
In negotiation, we are often confronted with the task of dealing with difficult people—those who seem to prefer to set up roadblocks rather than break down walls, … Read Managing Difficult Negotiators
Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations
Whether in business, law, or international diplomacy, many negotiations are actually comprised of a multi-round process with negotiations internal to the organization preceding external ones. Using multi-round … Read This Post