Today’s Post

Teach Your Students to Negotiate Cross-Border Water Conflicts

By on / Teaching Negotiation

With the south-western United States experiencing a years-long drought which has dramatically depleted the Colorado River, there are many signs that water conflicts will become more frequent. Negotiating cross-border water conflicts requires balancing political interests, power dynamics, scientific research, and legal parameters. Success in water negotiations hinges on prediction and monitoring arrangements as well as … Read This Post 

Recent Posts

Try a Game-Changing Move in Your Next “Negotiauction”

By on / Dealmaking

negotiauction

Increasingly in the business world, negotiators must compete not only with their counterpart across the table but also with others fighting for the same deal. A procurement officer may announce to a longtime supplier that she is putting their contract up for an auction for the first time, for example. Or competitors bidding for a … Read This Post 

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

By on / Crisis Negotiations

famous 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 midnight on June 30, the owners declared a lockout, halting preparations for the start of the 1998–99 NBA season. The players and owners negotiated for six long months, … Read This Post 

Managing Emotions in Negotiation: Teaching Students to Turn Emotions into an Opportunity for Mutual Gain

By on / Teaching Negotiation

bad news in negotiation

How do you move from an emotionally charged moment in a negotiation to a mutually beneficial agreement?
In negotiations of all types, whether buying a house or negotiating a company acquisition, emotions naturally manifest. Left unaddressed, emotions can derail a negotiation and make agreement seem impossible. When emotions are managed properly, however, they can allow the … Read This Post 

Dear Negotiation Coach: Finding New Ways to Improve Hiring Practices

By on / Leadership Skills

improve hiring practices

Many people overlook the fact that hiring is a type of negotiation. We negotiate with our colleagues and ourselves about making the right choices, and we negotiate with candidates over expectations. As many people have experienced, however, hiring is anything but straightforward, and we often make mistakes. We spoke to Michael Luca, Lee J. Styslinger … Read This Post 

Negotiating the Good Friday Agreement

By on / Conflict Resolution, Daily

negotiating

Retired US Senator George Mitchell played a critical role in negotiating the Good Friday Agreement in Northern Ireland. In an interview with Susan Hackley, Managing Director of the Program on Negotiation at Harvard Law School, in the February 2004 Negotiation newsletter, he describes how he was able to facilitate an agreement between these long-warring parties. … Read Negotiating the Good Friday Agreement