integrative bargaining

Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies

| | Negotiation Skills

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

case study of conflict management

A Case Study of Conflict Management and Negotiation

| | Conflict Resolution

In this case study of conflict management, the Program on Negotiation offers advice drawn from negotiation research about forming negotiating teams and avoiding conflicts within teams and … Read This Post

Communication in Negotiation

Communication in Negotiation: How Hard Should You Push?

| | Negotiation Skills

Communication in negotiation is a critical factor, especially when a counterpart might not be amenable to agreement. … Read This Post

learning from feedback

Learning from Feedback without Losing Your Mind

| | Conflict Resolution

Because feedback from others can make us feel vulnerable, we often reject it. During an online talk, Douglas Stone and Sheila Heen offered advice on making better … Read Learning from Feedback without Losing Your Mind

exclusivity period

An Exclusivity Period: A Useful Tool for Eliminating the Competition

| | Dealmaking

An exclusivity period can help you negotiate without interference from an unwanted third-party competitor. To benefit from an exclusivity period, follow our expert advice for buyers and … Read This Post

Types of Conflict in Negotiation

| | Conflict Resolution

There are many types of conflict in negotiation, from the constructive to the destructive. We consider four types of conflict in negotiation that you can learn to … Read Types of Conflict in Negotiation

counteroffer in business negotiation skills

How to Counteroffer in Business Negotiation

| | Dealmaking

Imagine you’ve received a salary offer for a new job that’s less than you’d hoped for, or a client has delivered a “take it or leave it” … Read How to Counteroffer in Business Negotiation

famous negotiations

Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table

| | Crisis Negotiations

It’s a classic famous negotiations case. In the summer of 1988, National Basketball Association (NBA) team owners and players were at loggerheads over their new contract. At … Read This Post

BATNA

Negotiation Tactics, BATNA and Examples for Creating Value in Business Negotiations

| | Business Negotiations

Learning great BATNA examples, or estimations of your best alternative to a negotiated agreement as well as that of your negotiating counterpart, are essential to effective negotiation … Read This Post

Renegotiation

Renegotiation Lessons from the NAFTA Talks

| | Dealmaking

Renegotiation poses significant challenges to negotiators, especially when they are dissatisfied with their current agreement. … Read Renegotiation Lessons from the NAFTA Talks

leadership in negotiations

Pope Francis and the Benefits of Servant Leadership in Negotiations

| | Leadership Skills

Progress on global climate change accords has been incremental at best and nonexistent at worst. As in any negotiation, it is important to get the issues right … Read This Post

From Agent to Advisor: How AI Is Transforming Negotiation

| | Negotiation Skills

At the Program on Negotiation’s 2025 AI Negotiation Summit, negotiation and computer science experts from around the world described how AI tools can empower us to negotiate … Read This Post