med arb

What is Med-Arb?

| | Mediation

When parties find themselves involved in a serious conflict, they often try to avoid the expense and hassle of litigation by turning to one of the two … Read What is Med-Arb?

silence in negotiation

Dear Negotiation Coach: When Silence in Negotiation is Golden

| | Negotiation Skills

In Western cultures, many people are uncomfortable with silence. We tend to talk on top of one another, with little pause between point and counterpoint. Any silence … Read This Post

principled negotiation

Using Principled Negotiation to Resolve Disagreements

| | Dispute Resolution

Parties can often reach a better agreement through integrative negotiation—that is, by identifying interests where they have different preferences and making tradeoffs among them. If you care … Read This Post

contingency contracts

Contingency Contracts in Business Negotiations

| | Business Negotiations

Question: Lately I have been hearing a lot—both in the news and on the job—about companies using contingencies in contracts. Given that I sometimes negotiate deals that … Read Contingency Contracts in Business Negotiations

mutually satisfactory agreement

To Break Impasse, Move Beyond Concerns about Fairness in Negotiation

| | Dispute Resolution

Arguments about what constitutes fairness in negotiation can lead parties to talk past each other and get stuck in an impasse. An interest-based approach can often encourage … Read This Post

salary negotiations

Salary Negotiation Strategies in the NBA and Beyond

| | Business Negotiations

Effective salary negotiations strategies look beyond initial rewards and factor in long-term concerns, as past National Basketball Association deals suggest. … Read This Post

elements of conflict

Elements of Conflict: Diagnose What’s Gone Wrong

| | Conflict Resolution

In the heat of conflict, it can be difficult to think rationally about how you got where you are and how you might make things better. But … Read This Post

mediation

Mediation and the Conflict Resolution Process

| | Conflict Resolution

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

Influence Tactics in Negotiation

| | Negotiation Skills

Whether we notice them or not, social norms—the rules of behavior deemed acceptable in society—strongly influence our behavior. We automatically lower our voices when we enter a … Read Influence Tactics in Negotiation

contract negotiations

Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract

| | Business Negotiations

In contract negotiations, writing a contract that both encapsulates the negotiated agreement but also incorporates future elements such as the business relationship and the sustainability of the … Read This Post

Introductory Negotiation

The Process of Business Negotiation

| | Business Negotiations

Negotiators are more satisfied with the outcome of a negotiation when they think the process has been fair, research shows. To maximize satisfaction and build a strong … Read The Process of Business Negotiation

International Business Negotiation Case Studies

Top 10 International Business Negotiation Case Studies

| | International Negotiation

International business negotiation case studies offer insights to business negotiators who face challenges in cross-cultural business negotiation. … Read This Post