What Is Distributive Negotiation?
What is distributive negotiation? Distributive negotiation involves haggling over a fixed amount of value—that is, slicing up the pie. In a distributive negotiation, there is likely only … Read What Is Distributive Negotiation?
5 Tips for Improving Your Negotiation Skills
The prospect of boosting our negotiation skills can be so overwhelming that we often delay taking the necessary steps we can follow to improve, such as taking … Read 5 Tips for Improving Your Negotiation Skills
Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
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 … Read This Post
Dear Negotiation Coach: Making a Deal When You Have Anxiety
One of the issues many negotiators have is anxiety about making a deal. Will it be a fair process? Will you get what you want? Or will … Read This Post
Government Negotiations and Beyond: Using Carrots and Sticks Effectively
As two government negotiations highlight, adding issues to a negotiation can bring benefits—but the discussion needs to be expanded. … Read This Post
Top Ten Posts About Conflict Resolution
Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution … Read Top Ten Posts About Conflict Resolution
Employment Contract Negotiation: Morals Clauses
Employment contract negotiation in some industries involves the negotiation of morals clauses—an increasingly common way for organizations to protect themselves from employee misbehavior. … Read Employment Contract Negotiation: Morals Clauses
Managing Difficult Employees—or Managing Ourselves?
Ask the many managers of a certain high-volume restaurant in the Midwest what their greatest work challenge is, and they’d most likely say something along the lines … Read This Post
Negotiation Case Studies: Google’s Approach to Dispute Resolution
Here’s a great example on how to avoid litigation by pursuing negotiation with your counterparts. In the face of antitrust charges, Google’s guiding principle for dispute resolution … Read This Post
Relationship-Building in Negotiation
Forging close bonds often helps negotiators reach better deals, collaborate more effectively over time, and manage conflict when it arises. Yet negotiators frequently rush through—or overlook—the relationship-building … Read Relationship-Building in Negotiation
Away from the Podium and Off to the Balcony: William Ury Discusses the Debt Ceiling Negotiations Facing Obama and US Congressional Republicans
Stewart recently interviewed negotiation expert and Program on Negotiation co-founder William Ury to discuss the aftermath of avoiding the fiscal cliff and the rounds of tough negotiations … Read This Post
Case Study of Conflict Management: To Resolve Disputes and Manage Conflicts, Assume a Neutral 3rd Party Role
In their book Difficult Conversations: How to Discuss What Matters Most (Penguin Putnam, 2000), authors Douglas Stone, Bruce Patton, and Sheila Heen tell us how to engage … Read This Post