Today’s Post

Teach Your Students Value Distribution with a Simulation on Solar Power

By on / Teaching Negotiation

Value Distribution

Do your students really understand the difference between value distribution and integrative negotiation, and have you given them a chance to practice their distributive bargaining skills? Do they understand that every negotiation includes elements of both value creation and value distribution? To help teach these key negotiation skills the Teaching Negotiation Resource Center (TNRC) has developed a … Read More 

Recent Posts

Overconfidence About Future Failure or Success: Limiting Strategic Miscalculation in Business Negotiations

By on / Negotiation Skills

negotiation

Over-precision doesn’t necessarily lead us to think we’re better negotiators than we actually are. Rather, it causes us to trust our initial instincts too much.

Sometimes we’re actually overconfident that we’ll perform worse than others. This tendency applies to competitive situations, including negotiation.

Those who underestimate their ability to be competitive usually will choose to stay out … Read More 

Cultural Barriers and Conflict Negotiation Strategies: Apple’s Apology in China

By on / Dispute Resolution

cultural barriers

When dealing with a difficult counterpart, it helps to take a conciliatory approach to the bargaining table. While apologies necessarily involve moments of vulnerability, they can also open doors to value creation and strengthen the relationship you have with your bargaining counterpart. Let’s look back at Apple’s apology in China for its maligned warranty policies … Read More 

What is Crisis Management in Negotiation?

By on / Crisis Negotiations

crisis management

Organizations often establish elaborate business crisis management plans. Through a rapid, centralized response, an organization can shift swiftly and efficiently from day-to-day operations into crisis-management mode, whether that crisis involves a building evacuation, a tumble in the company’s stock price, or a product recall. … Read More 

Your place or mine?

By on / Daily, Negotiation Skills

negotiation

Adapted from “Your Place or Mine? Deciding Where to Negotiate,” by Jeswald W. Salacuse (Professor, Tufts University), first published in the “Negotiation Newsletter”.

Everyone knows the three rules of real estate: “Location! Location! Location!” When it comes to making deals, choosing the right place to negotiate can be just as important. The location you select can … Read More 

Business Negotiations: How to Improve Your Reputation at the Bargaining Table

By on / Business Negotiations

Business Negotiations

In multi-issue business negotiations, research suggests that the advantage goes to negotiators with a reputation for collaboration rather than competition. In a series of studies by Catherine H. Tinsley and Kathleen O’Connor, participants were told they would be negotiating with someone who had either a tough reputation, a cooperative reputation, or an unknown reputation. Although … Read More