The Good Cop, Bad Cop Negotiation Strategy
The good cop, bad cop negotiation strategy is common in sales negotiations and other competitive contexts. Learn to identify and defuse this persuasion ploy when it’s tried … Read The Good Cop, Bad Cop Negotiation Strategy
Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
What special insights do outsiders need to prepare for international negotiations in China? Much of what you know already about negotiation holds true, but four characteristics complicate … Read This Post
Art Buchwald, Paramount Pictures, and the Cost of Litigation Instead of Negotiation
When Art Buchwald sued Paramount Pictures over the 1988 Eddie Murphy movie Coming to America, the widely reported outcome was seen as a win for the late, … Read This Post
How to Create Win-Win Agreements in Business Negotiation
Learn four expert strategies to create win-win negotiation outcomes, including joint fact-finding, value trades, contingencies, and matching rights. … Read This Post
New Simulation: Mediating Parental Rights, Curriculum, and School Authority
New from the Teaching Negotiation Resource Center (TNRC), Sex Ed is a 2-hour, 5-party, nonscorable mediation simulation involving a parent, an elementary school principal, two attorneys, and … Read This Post
Value Conflict: What It Is and How to Resolve It
Some of our most heated negotiations and disputes involve value conflict over our core values, such as our personal moral standards, our religious and political beliefs, and … Read Value Conflict: What It Is and How to Resolve It
10 Negotiation Failures
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
Mediation and the Conflict Resolution Process
It’s often the case that when two people or organizations try to resolve a dispute by determining who is right, they get stuck. That’s why so many … Read Mediation and the Conflict Resolution Process
Top Negotiation Case Studies in Business: Apple and Dispute Resolution in the Courts
In August 2012, a California jury ruled that Samsung would have to pay Apple more than $1 billion in damages for patent violations of Apple products, particularly … Read This Post
Ethical Leadership: The Hidden Risks of Tolerance Standards
In 2022, auditing firm Ernst & Young (now EY) agreed to pay a $100 million penalty imposed by the U.S. Securities and Exchange Commission after a significant … Read This Post
Four Conflict Negotiation Strategies for Resolving Values-Based Disputes
In many negotiations, both parties are aware of what their interests are, and are willing to engage in a give-and-take process with the other party to come … Read This Post
What is Distributive Negotiation? Five Proven Strategies for Claiming Value
Most negotiations call for very different, even opposing, skills: collaboration and competition. To get a great deal, we typically must work with others to find new sources … Read This Post
