How Much Does Personality in Negotiation Matter?
We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality … Read How Much Does Personality in Negotiation Matter?
Salary Negotiations: Reducing Gender and Racial Pay Gaps
Salary negotiations contribute to enduring gender and racial pay gaps. Research on the topic reveals how such gaps arise and suggests possible remedies that organizations can take. … Read This Post
Fairness in Negotiation
Imagine that you and your business partner agree to sell your company. You end up getting an offer that pleases you both, so now you face the … Read Fairness in Negotiation
Major Negotiations in History: In Paris Climate Talks, Planning Was Key
Among major negotiations in history, the 2015 Paris climate change talks stood out for their size and complexity. With the United States having exited the Paris Accord—and … Read This Post
How to Maintain Your Power While Engaging in Conflict Resolution
By following these steps, you can keep your edge while encouraging cooperative, rather than competitive, behavior in conflict management. … Read This Post
Signing Bonus Negotiation 101
After engaging in a successful salary negotiation for a coveted job, most people are ready to shake hands and start sharing the good news with friends and … Read Signing Bonus Negotiation 101
Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies
Imagine that you’re buying a used car from its original owner. Of course, you want to get the best deal you can for your money, while your … Read This Post
What is the Multi-Door Courthouse Concept
As a collaboration between UST School of Law and the Program on Negotiation at Harvard Law School, the following is the transcript of a conversation between the … Read What is the Multi-Door Courthouse Concept
Pros and Cons of Email Communication
The pros and cons of email communication are worthy of consideration, given our continued reliance on email in business negotiations. Research on email negotiations highlights likely pitfalls … Read Pros and Cons of Email Communication
Is Humor in Business Negotiation Ever Appropriate?
Have you ever wondered if humor in business negotiation is appropriate, and when? We spoke with Alison Wood Brooks, O’Brien Associate Professor of Business Administration and Hellman … Read This Post
A Business Negotiation Case Study: Ending the NHL Lockout
How can negotiators overcome impasse and achieve win-win negotiated agreements at the bargaining table? This example illustrates the power of expanding the focus of the negotiations by … Read This Post
Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
Often, disputing parties are unable achieve satisfactory or sustainable outcomes on their own through direct negotiation, and require the assistance of a mediator or facilitator. Mediators can … Read This Post