Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies
Imagine that you’re buying a used car from its original owner. Of course, you want to get the best deal you can for your money, while your … Read This Post
What is the Multi-Door Courthouse Concept
As a collaboration between UST School of Law and the Program on Negotiation at Harvard Law School, the following is the transcript of a conversation between the … Read What is the Multi-Door Courthouse Concept
Pros and Cons of Email Communication
The pros and cons of email communication are worthy of consideration, given our continued reliance on email in business negotiations. Research on email negotiations highlights likely pitfalls … Read Pros and Cons of Email Communication
Is Humor in Business Negotiation Ever Appropriate?
Have you ever wondered if humor in business negotiation is appropriate, and when? We spoke with Alison Wood Brooks, O’Brien Associate Professor of Business Administration and Hellman … Read This Post
A Business Negotiation Case Study: Ending the NHL Lockout
How can negotiators overcome impasse and achieve win-win negotiated agreements at the bargaining table? This example illustrates the power of expanding the focus of the negotiations by … Read This Post
Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
Often, disputing parties are unable achieve satisfactory or sustainable outcomes on their own through direct negotiation, and require the assistance of a mediator or facilitator. Mediators can … Read This Post
New Negotiation Books Offer In-Depth Solutions to Practical Challenges
Recent negotiation books can help you navigate a variety of pressing challenges. The books offer advice on bouncing back from failure, de-biasing your workplace, and adapting to … Read This Post
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