Persuasion in Negotiation: How Tracy Chapman Was Convinced to Play at the 2024 Grammys
Tracy Chapman’s surprise performance of her 1988 hit song “Fast Car” alongside country star Luke Combs electrified the 2024 Grammy Awards. Combs’ cover had introduced the award-winning … Read This Post
Mediation Training: What Can You Expect?
Organizations have long recognized the value of hiring professional mediators to help resolve disputes. More and more, managers have begun to also see value in securing mediation … Read Mediation Training: What Can You Expect?
Conflict Resolution Success Stories: A Surprising Tale from Congress
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
Managing Difficult Negotiators
In negotiation, we are often confronted with the task of dealing with difficult people—those who seem to prefer to set up roadblocks rather than break down walls, … Read Managing Difficult Negotiators
The Anchoring Bias: Consumers, Beware!
Retailers often take advantage of the anchoring bias when setting prices. As consumers, we need to be wary of seemingly “great deals” so that we can make … Read The Anchoring Bias: Consumers, Beware!
The Trait Theory of Leadership
Are great leaders born or made? The question has fascinated scholars for nearly two centuries and spawned many theories.
The trait theory of leadership, which dates to the … Read The Trait Theory of Leadership
Negotiation in Business: Starbucks and Kraft’s Coffee Conflict
Sometimes even the best agreements arising out of negotiation in business and are liable to failure and such is the case with the dispute between food giants … Read This Post
Win-Lose Negotiation Examples
When we think of win-lose negotiation examples, we think of competitions in which it seemed that one party had to succeed and the other had to fail. … Read Win-Lose Negotiation Examples
Writing the Negotiated Agreement
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
Cross Cultural Communication: Translation and Negotiation
In previous international negotiation articles from cross cultural negotiation case studies, we have focused on how international negotiators can avoid cognitive biases and overcome cultural barriers. But … Read This Post
How To Avoid a Business Contract Bidding War
Back in 2014, Nike was the undisputed king of superstar endorsements, dominating the field by paying top talent millions for the right to sell lines of collectible … Read How To Avoid a Business Contract Bidding War
The Value of Using Scorable Simulations in Negotiation Training
At a Teaching Negotiation Resource Center (TNRC) faculty pedagogy seminar, members of the PON faculty and negotiation community gathered to hear Gordon Kaufman (MIT Morris A. Adelman … Read This Post