anchoring

What is Anchoring in Negotiation?

| | Negotiation Skills

What exactly is anchoring in negotiation, and how does it play out at the bargaining table? Consider this anchoring bias example from Harvard Business School and Harvard … Read What is Anchoring in Negotiation?

body language in negotiation

Using Body Language in Negotiation

| | Negotiation Skills

Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the telephone or Internet. As convenient as electronic media … Read Using Body Language in Negotiation

individual differences in negotiation

Individual Differences in Negotiation—and How They Affect Results

| | Business Negotiations

Negotiation advice is often “one size fits all,” yet we approach negotiations with vastly different experiences and traits. How do individual differences in negotiation play out? In … Read This Post

negotiated agreement

Writing the Negotiated Agreement

| Guhan Subramanian | Dealmaking

Some negotiations end with a negotiated agreement that is a plan of action rather than a signed contract – for example, a plumber agrees to fix … Read Writing the Negotiated Agreement

government negotiations

Government Negotiations: The Brittney Griner Case

| | International Negotiation

Government negotiations can be complicated by public scrutiny, competing interests, and the involvement of private-sector negotiators. The U.S. government’s efforts to secure Brittney Griner’s release from Russia … Read Government Negotiations: The Brittney Griner Case

negotiate higher salary

How to Negotiate a Higher Salary after a Job Offer

| | Salary Negotiations

If you’re wondering how to negotiate a higher salary after a job offer, congratulations: You’re aiming higher than many job candidates ever do. It’s common for prospective … Read This Post

human resources negotiations

Ask Better Negotiation Questions

| | Negotiation Skills

Asking questions can reveal a wealth of valuable information in negotiation. Yet most negotiators do not ask enough questions or share enough information, instead choosing to devote … Read Ask Better Negotiation Questions

anchoring effect

Dealmaking and the Anchoring Effect in Negotiations

| | Dealmaking

The following question regarding the anchoring effect was asked of Program on Negotiation faculty member and Harvard Business School and Harvard Law School professor Guhan Subramanian. … Read This Post

ultimatum in negotiation

Dear Negotiation Coach: Responding (Or Not) to an Ultimatum in Negotiation

| | Dispute Resolution

Many times in our lives, we will encounter an ultimatum in negotiation. Sometimes the ultimatum is real, and often times it is not. However, there are ways … Read This Post

types of negotiation

Types of Negotiation for Business Professionals

| | Negotiation Skills

An understanding of the most common types of negotiation used in the business world will help you prepare to get the best deal possible—while building a strong … Read Types of Negotiation for Business Professionals

sales negotiation

4 Sales Negotiation Traps—and How to Overcome Them

| | Business Negotiations

Whether you’re planning to put your home up for sale, trying to unload excess merchandise, or searching for new clients, there’s a good chance you’ll make your … Read This Post

ethics compass

Negotiation Ethics: What’s Gender Got to Do with It?

| | Dealmaking

The strength of our negotiation ethics may vary depending on our gender, according to one study. Here’s why this may be the case—and advice on how we … Read This Post