good cop, bad cop negotiation

The Good Cop, Bad Cop Negotiation Strategy

| | BATNA

The good cop, bad cop negotiation strategy is common in sales negotiations and other competitive contexts. Learn to identify and defuse this persuasion ploy when it’s tried … Read The Good Cop, Bad Cop Negotiation Strategy

How Does Mediation Work

How Does Mediation Work in a Lawsuit?

| | Dealmaking

No one likes to go to court. Not only is it expensive and time-consuming, but it often leads to frustrating results and damaged relationships. So, how does … Read How Does Mediation Work in a Lawsuit?

Importance of Negotiation in Business

The Importance of Negotiation in Business and Your Career

| | Business Negotiations

What are the essential ingredients to getting ahead in the workplace? Hard work, communication skills, and a generous dose of luck all play a role, of course. … Read This Post

contract negotiations

Dealing with Difficult People: Coping with an Insulting Offer in Contract Negotiations

| | Dealing with Difficult People

The following “Ask the Negotiation Coach” question was posed to Dwight Golann, Suffolk University Law School professor and negotiation expert: “I deal with legal disputes and would … Read This Post

negotiation planning process

In the Negotiation Planning Process, to Capture the Force, be Patient

| | Business Negotiations

Sometimes the negotiation planning process will take longer than expected to get the best results. The negotiation planning process behind Disney’s acquisition of Lucasfilm suggest the value … Read This Post

Negotiation Journal

Negotiation Journal Now Open Access, New Issue Just Released!

| | Teaching Negotiation

The Negotiation Journal – a multidisciplinary publication focused on negotiation, mediation, and conflict resolution – celebrates 40 years, joins MIT Press, and is now fully open access.
The … Read This Post

negotiation skills

Top 10 Negotiation Skills You Must Learn to Succeed

| | Negotiation Skills

Increasingly, business negotiators recognize that the most effective bargainers are skilled at both creating value and claiming value—that is, they both collaborate and compete. The following 10 … Read This Post

conflict management

Case Study of Conflict Management: To Resolve Disputes and Manage Conflicts, Assume a Neutral 3rd Party Role

| | Conflict Resolution

In their book Difficult Conversations: How to Discuss What Matters Most (Penguin Putnam, 2000), authors Douglas Stone, Bruce Patton, and Sheila Heen tell us how to engage … Read This Post

Chatbot Negotiations

Chatbot Negotiations: What Can AI Do for You?

| | Negotiation Skills

Seemingly all of a sudden, chatbots like ChatGPT and other forms of artificial intelligence (AI) are becoming ubiquitous in everyday life. These virtual conversation partners can do … Read Chatbot Negotiations: What Can AI Do for You?

political negotiation

Political Negotiation: Negotiating with Bureaucrats

| | International Negotiation

Though officials may claim otherwise, they often have a certain amount of discretion when interpreting laws and making decisions. In government and political negotiation, you therefore must … Read This Post

negotiation style

Identify Your Negotiation Style: Advanced Negotiation Strategies and Concepts

| | Negotiation Skills

Have you ever wondered if your negotiation style is too tough or too accommodating? Too cooperative or too selfish? You might strive for an ideal balance, but, … Read This Post

coalitions

The Benefits of Coalitions at the Bargaining Table

| | Negotiation Skills

Labor unions may be the most obvious example of a negotiating coalitions. When a company negotiates with an employee individually, it could threaten to hire someone else … Read This Post