cross-cultural situations

How to Negotiate in Cross-Cultural Situations

| | Leadership Skills

Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension … Read How to Negotiate in Cross-Cultural Situations

Lessons from TV Negotiations

Michael Scott, Negotiation Genius? Lessons from TV Negotiations

| | BATNA

Business negotiators can get useful advice from a variety of sources, from books to blogs to training and classes—and even, as it turns out, from TV shows. … Read This Post

Conflict resolution success stories

Conflict Resolution Success Stories: A Surprising Tale from Congress

| | Conflict Resolution

Conflict resolution success stories in the news can be few and far between. Too often, when a dispute arises, parties escalate the conflict through hardball tactics in … Read This Post

Crisis communication examples

Crisis Communication Examples: What’s So Funny?

| | Crisis Negotiations

What’s the best way to respond to a public relations crisis? As recent crisis communication examples show, some organizations and individuals opt for humor, hoping some levity … Read Crisis Communication Examples: What’s So Funny?

alternative dispute resolution

How Fast-Food Workers Used Alternative Dispute Resolution (ADR) to Demand Higher Wages

| | Dispute Resolution

Labor unions are the most obvious example of negotiating coalitions. If an individual employee made demands of its employer, the company could threaten to hire someone else. … Read This Post

Charismatic leadership

Charismatic Leadership: Weighing the Pros and Cons

| | Leadership Skills

Jack Welch. Lee Iacocca. Ronald Reagan. Steve Jobs. Sam Walton. These prominent leaders from the 1980s embodied a leadership style held up at the time as highly … Read This Post

negotiations

Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China

| | International Negotiation

What special insights do outsiders need to prepare for international negotiations in China? Much of what you know already about negotiation holds true, but four characteristics complicate … Read This Post

conflict management

Conflict Management: Intervening in Workplace Conflict

| | Conflict Resolution

Question: I’m aware of lots of unresolved personnel issues that seem to be festering in my department, such as complaints about someone who is not doing his … Read This Post

cultural barriers

Cultural Barriers and Conflict Negotiation Strategies: Apple’s Apology in China

| | Dispute Resolution

When dealing with a difficult counterpart, it helps to take a conciliatory approach to the bargaining table. While apologies necessarily involve moments of vulnerability, they can also … Read This Post

mutual gains

Finding Mutual Gains In “Non-Negotiation”

| | Negotiation Skills

The National Football League’s Pittsburgh Steelers faced a dilemma. Mid-contract, the team’s star wide receiver, Antonio Brown, asked the team to improve upon the six-year, $42.5 million … Read Finding Mutual Gains In “Non-Negotiation”

anchoring bias

The Anchoring Bias in Negotiation: Get Ahead with a “Range Offer”

| | Negotiation Skills

Due to the anchoring bias, the first offer made in a negotiation often has an outsized effect on the outcome. But recent research shows that anchoring with … Read This Post

Principled Negotiation

Principled Negotiation: Focus on Interests to Create Value

| | Negotiation Skills

Inexperienced negotiators and even many experienced negotiators tend to assume they have a choice between two main strategies: negotiate in a tough, demanding manner or in a … Read This Post