Latest Post

When a Job Offer is “Nonnegotiable”

By on / Negotiation Skills

When a Job Offer is "Nonnegotiable"

Question: I am in my final year of business school and starting to prepare for job interviews. I have heard many of the organizations that recruit on campus are not open to negotiating specific terms of employment. Rather, they offer everyone roughly the same deal terms. To what extent should I respect such conventions versus … Read More 

Conflict and Negotiation Case Study: Long-Term Business Partnerships and Negotiated Agreements

By on / Conflict Resolution

Conflict and Negotiation Case Study: Long-Term Business Partnerships and Negotiated Agreements

To protect the future interests of their organization, negotiators sometimes must accept fewer benefits or absorb greater burdens in the short run to maximize the value to all relevant parties – including future employees and shareholders – over time.

Suppose that the operations VPs of two subsidiaries of an energy company are preparing to negotiate the … Read More 

How to Negotiate Under Pressure

By on / Negotiation Skills

How to Negotiate Under Pressure

At the time, it seemed to be an example of coolheaded dealmaking in the midst of disaster. In 2009, hit hard by the 2008 financial crisis and changes in consumer preferences, U.S. automaker Chrysler was on the brink of collapse, and the Treasury Department stepped in to do a deal. In exchange for about $12 … Read More 

Why First Impressions Matter in Negotiation

By on / Negotiation Skills

Why First Impressions Matter in Negotiation

Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and guardedness, he is likely to absord these expectations and become more competitive. … Read More 

How to Negotiate a Business Deal

By on / Business Negotiations

How to Negotiate a Business Deal

In late 2016 and early 2017, news stories abounded of companies that were having second thoughts about planned mega-mergers. Abbott Laboratories began looking for ways to exit its acquisition of Alere, citing investigations of the medical test maker, for example. And Verizon started rethinking its acquisition of Yahoo! following a data breach at the tech … Read More 

How to Negotiate Online

By on / Negotiation Skills

how to overcome cultural barriers to communication how to negotiate online

International negotiators are often faced with the problem of how to overcome cultural barriers to communication. When you communicate in person, social norms – including body language, manners, and physical appearance – guide your behavior and ease the process. … Read More 

Negotiation Case Studies: Teach By Example

By on / Teaching Negotiation

There are good negotiators and there are great ones.
Once a year, the Program on Negotiation at Harvard Law School selects an outstanding individual who embodies what it means to be a truly great negotiator. To earn the Great Negotiator Award, the honoree must be a distinguished leader whose lifelong accomplishments in the field of … Read More 

The Negotiation Process in China

By on / International Negotiation

negotiation process

With its booming economy and growing international consumer influence, the role of negotiation in international business is more important than ever and negotiation skills appropriate for China are in high-demand. Here are a few negotiation tips to help you successfully navigate your next round of business negotiations in China. … Read More 

Page 1 of 13812345...102030...Last »