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Teach Your Students to Negotiate Climate Change

By on / Teaching Negotiation

How Can Communities Negotiate Climate Change Risks?
With ocean temperatures rising and hurricanes growing more frequent and severe, the impacts of climate change are dramatically affecting many communities. The severe flooding brought on by repeated storms has forced the impacted communities to confront a range of public health risks, as well as evaluations of drainage and … Read More 

Recent Posts

Taking the Plunge: How a Controversial Business Partnership Agreement was Born

By on / Business Negotiations

business partnership agreement

“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are just a few of the media’s characterizations of the business partnership agreement between wireless carrier AT&T and media and entertainment firm Time Warner (now known as WarnerMedia). It was the biggest merger of 2016, with $85.4 billion in cash and stock transferring … Read More 

New Simulation on Negotiating the Future of Dams

By on / Teaching Negotiation

Pearl River

Pearl River is a seven party, facilitated, multi-issue negotiation over the management of dams in a coastal basin. 
Pearl River is a facilitated, multi-issue negotiation simulation for eight or nine participants about the management of five dams in the hypothetical Pearl River basin. This science-based negotiation simulation provides an opportunity for learning about and discussing larger-scale … Read More 

Dear Negotiation Coach: How Can I Use Deal Structuring and Negotiating to Resolve an Impasse?

By on / Dealmaking

deal structuring and negotiating

When two sides seem far apart on a contract dispute, careful and creative deal structuring and negotiating can often result in a winning agreement for both sides. Here’s an example of how that might look in a business deal, based on a question we recently received.

“My company, a large multinational, contracts with an outside vendor … Read More 

6 Bargaining Tips and BATNA Essentials

By on / BATNA

bargaining tips

The best bargaining tips taught by the experts should offer ways to enhance your bargaining power in negotiation. To do this, you must cultivate a strong BATNA, or best alternative to a negotiated agreement. The more appealing your best alternative is, the more comfortable you will feel asking for more in your current negotiation—secure in … Read More 

Why Negotiations Fail

By on / Negotiation Skills

negotiations

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. Failed business negotiations also include those that parties come to regret over time and those that fall apart during implementation. The following three types of negotiation failures are … Read More