anchoring

What is Anchoring in Negotiation?

| | Negotiation Skills

What exactly is anchoring in negotiation, and how does it play out at the bargaining table? Consider this anchoring bias example from Harvard Business School and Harvard … Read What is Anchoring in Negotiation?

negotiation

10 Negotiation Failures

| | Negotiation Skills

Here’s a list of 10 negotiation failures drawn from recent negotiations in the news—including deals that were over before they started and those that proved disastrous after … Read 10 Negotiation Failures

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?

a win. win situation

To Achieve a Win-Win Situation, First Negotiate with Yourself

| | Negotiation Skills

In business negotiations, our actions and reactions often go against creating a win-win situation. Self-examination can help, writes Getting to Yes author William Ury in his book, … Read This Post

negotiation skills in business communication

Negotiation Skills in Business Negotiation and Status Consciousness

| | Business Negotiations

Before and during your negotiation, think about who you’ve chosen as a reference group against which you measure yourself. Did you select the group purely to enhance your … Read This Post

all-in-one

Check Out the All-In-One Curriculum Packages!

| | Teaching Negotiation

Introducing a new way to go in-depth when teaching the most important negotiation concepts and to measure learning outcomes.
If you are new to teaching negotiation or are … Read Check Out the All-In-One Curriculum Packages!

guitar playing

Persuasion in Negotiation: How Tracy Chapman Was Convinced to Play at the 2024 Grammys

| | Negotiation Skills

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

gender gap in negotiation

Women and Negotiation: Narrowing the Gender Gap in Negotiation

| | Business Negotiations

Men tend to achieve better economic results in negotiation than women, negotiation research studies have found overall. Such gender differences are generally small, but evidence from the … Read This Post

salary expectations intrapersonal conflict resolution

Interpersonal Conflict Resolution: Beyond Conflict Avoidance

| | Conflict Resolution

To hear some tell it, we are experiencing an epidemic of conflict avoidance, finding new ways to walk away from conflict rather than engaging in interpersonal conflict … Read This Post

cultural barriers

Dealing with Cultural Barriers in Business Negotiations

| | Business Negotiations

If you negotiate regularly on the job, you probably have engaged in multiple business negotiations with counterparts from other cultures. Negotiating across cultural barriers can significantly expand … Read This Post

dispute resolution

Choose the Right Dispute Resolution Process

| | Dispute Resolution

What is dispute resolution? There are three basic types of dispute resolution, each with its pros and cons. The first two, mediation and arbitration, are considered types … Read Choose the Right Dispute Resolution Process

sales negotiation

4 Sales Negotiation Traps—and How to Overcome Them

| | Business Negotiations

Whether you’re planning to put your home up for sale, trying to unload excess merchandise, or searching for new clients, there’s a good chance you’ll make your … Read This Post