What is Med-Arb?
When parties find themselves involved in a serious conflict, they often try to avoid the expense and hassle of litigation by turning to one of the two … Read What is Med-Arb?
Dear Negotiation Coach: When Silence in Negotiation is Golden
In Western cultures, many people are uncomfortable with silence. We tend to talk on top of one another, with little pause between point and counterpoint. Any silence … Read This Post
Using Principled Negotiation to Resolve Disagreements
Parties can often reach a better agreement through integrative negotiation—that is, by identifying interests where they have different preferences and making tradeoffs among them. If you care … Read This Post
Contingency Contracts in Business Negotiations
Question: Lately I have been hearing a lot—both in the news and on the job—about companies using contingencies in contracts. Given that I sometimes negotiate deals that … Read Contingency Contracts in Business Negotiations
To Break Impasse, Move Beyond Concerns about Fairness in Negotiation
Arguments about what constitutes fairness in negotiation can lead parties to talk past each other and get stuck in an impasse. An interest-based approach can often encourage … Read This Post
Salary Negotiation Strategies in the NBA and Beyond
Effective salary negotiations strategies look beyond initial rewards and factor in long-term concerns, as past National Basketball Association deals suggest. … Read This Post
Elements of Conflict: Diagnose What’s Gone Wrong
In the heat of conflict, it can be difficult to think rationally about how you got where you are and how you might make things better. But … Read This Post
Mediation and the Conflict Resolution Process
It’s often the case that when two people or organizations try to resolve a dispute by determining who is right, they get stuck. That’s why so many … Read Mediation and the Conflict Resolution Process
Influence Tactics in Negotiation
Whether we notice them or not, social norms—the rules of behavior deemed acceptable in society—strongly influence our behavior. We automatically lower our voices when we enter a … Read Influence Tactics in Negotiation
Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract
In contract negotiations, writing a contract that both encapsulates the negotiated agreement but also incorporates future elements such as the business relationship and the sustainability of the … Read This Post
The Process of Business Negotiation
Negotiators are more satisfied with the outcome of a negotiation when they think the process has been fair, research shows. To maximize satisfaction and build a strong … Read The Process of Business Negotiation
Top 10 International Business Negotiation Case Studies
International business negotiation case studies offer insights to business negotiators who face challenges in cross-cultural business negotiation. … Read This Post