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
A Case Study of Conflict Management and Negotiation
In this case study of conflict management, the Program on Negotiation offers advice drawn from negotiation research about forming negotiating teams and avoiding conflicts within teams and … Read This Post
Communication in Negotiation: How Hard Should You Push?
Communication in negotiation is a critical factor, especially when a counterpart might not be amenable to agreement. … Read This Post
Learning from Feedback without Losing Your Mind
Because feedback from others can make us feel vulnerable, we often reject it. During an online talk, Douglas Stone and Sheila Heen offered advice on making better … Read Learning from Feedback without Losing Your Mind
An Exclusivity Period: A Useful Tool for Eliminating the Competition
An exclusivity period can help you negotiate without interference from an unwanted third-party competitor. To benefit from an exclusivity period, follow our expert advice for buyers and … Read This Post
Types of Conflict in Negotiation
There are many types of conflict in negotiation, from the constructive to the destructive. We consider four types of conflict in negotiation that you can learn to … Read Types of Conflict in Negotiation
How to Counteroffer in Business Negotiation
Imagine you’ve received a salary offer for a new job that’s less than you’d hoped for, or a client has delivered a “take it or leave it” … Read How to Counteroffer in Business Negotiation
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
Negotiation Tactics, BATNA and Examples for Creating Value in Business Negotiations
Learning great BATNA examples, or estimations of your best alternative to a negotiated agreement as well as that of your negotiating counterpart, are essential to effective negotiation … Read This Post
Renegotiation Lessons from the NAFTA Talks
Renegotiation poses significant challenges to negotiators, especially when they are dissatisfied with their current agreement. … Read Renegotiation Lessons from the NAFTA Talks
Pope Francis and the Benefits of Servant Leadership in Negotiations
Progress on global climate change accords has been incremental at best and nonexistent at worst. As in any negotiation, it is important to get the issues right … Read This Post
From Agent to Advisor: How AI Is Transforming Negotiation
At the Program on Negotiation’s 2025 AI Negotiation Summit, negotiation and computer science experts from around the world described how AI tools can empower us to negotiate … Read This Post