right of first refusal

Right of First Refusal: A Win-Win Negotiation Tool

| | Business Negotiations

Looking for ways to get more value out of your sales negotiations? You may be able to do so by negotiating a right of first refusal. A … Read This Post

dispute resolution

A Dispute Resolution Case Study

| | International Negotiation

Sometimes in international negotiation, disputes are left to fester for years, even decades, until parties decide there is something to be gained from reaching agreement. In an … Read A Dispute Resolution Case Study

taylor swift batna

Taylor Swift: Negotiation Mastermind?

| | BATNA

What should you do when a negotiation is crumbling? Some people redouble their efforts—conducting more research, holding longer meetings, and scraping together more financing. Others look around … Read Taylor Swift: Negotiation Mastermind?

The Hidden Costs of Negotiation Avoidance

| | Conflict Resolution

When you’re more tightly bound to an agreement than your counterpart is, trouble could follow in negotiation. Manage your escalation of commitment—and level the playing field. … Read The Hidden Costs of Negotiation Avoidance

power in negotiations

Power in Negotiation: How to Project Power at the Negotiating Table

| | Negotiation Skills

Negotiating power generally comes from one of three sources, according to Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee. … Read This Post

winner's curse

Winner’s Curse: A Key Negotiation Mistake to Avoid

| | Business Negotiations

Imagine that at the beginning of class, a professor produces a jar full of coins and announces that he is auctioning it off. Students can write down … Read This Post

making a deal

Dear Negotiation Coach: Making a Deal When You Have Anxiety

| | Negotiation Skills

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

online mediation

Using E-Mediation and Online Mediation Techniques for Conflict Resolution

| | Mediation

Suppose you want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but for various reasons, meeting … Read This Post

good cop, bad cop negotiation

The Good Cop, Bad Cop Negotiation Strategy

| | BATNA

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

negotiations

Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China

| | International Negotiation

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

litigation

Art Buchwald, Paramount Pictures, and the Cost of Litigation Instead of Negotiation

| | Business Negotiations

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 situations

How to Create Win-Win Agreements in Business Negotiation

| | Win-Win Negotiations

Learn four expert strategies to create win-win negotiation outcomes, including joint fact-finding, value trades, contingencies, and matching rights. … Read This Post