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

mediation training

Mediation Training: What Can You Expect?

| | Mediation

Organizations have long recognized the value of hiring professional mediators to help resolve disputes. More and more, managers have begun to also see value in securing mediation … Read Mediation Training: What Can You Expect?

Conflict resolution success stories

Conflict Resolution Success Stories: A Surprising Tale from Congress

| | Conflict Resolution

Conflict resolution success stories in the news can be few and far between. Too often, when a dispute arises, parties escalate the conflict through hardball tactics in … Read This Post

difficult negotiators

Managing Difficult Negotiators

| | BATNA

In negotiation, we are often confronted with the task of dealing with difficult people—those who seem to prefer to set up roadblocks rather than break down walls, … Read Managing Difficult Negotiators

sale sign in store window

The Anchoring Bias: Consumers, Beware!

| | Negotiation Skills

Retailers often take advantage of the anchoring bias when setting prices. As consumers, we need to be wary of seemingly “great deals” so that we can make … Read The Anchoring Bias: Consumers, Beware!

The Trait Theory of Leadership

The Trait Theory of Leadership

| | Leadership Skills

Are great leaders born or made? The question has fascinated scholars for nearly two centuries and spawned many theories.

The trait theory of leadership, which dates to the … Read The Trait Theory of Leadership

negotiation in business

Negotiation in Business: Starbucks and Kraft’s Coffee Conflict

| | Business Negotiations

Sometimes even the best agreements arising out of negotiation in business and are liable to failure and such is the case with the dispute between food giants … Read This Post

win lose negotiations

Win-Lose Negotiation Examples

| | Win-Win Negotiations

When we think of win-lose negotiation examples, we think of competitions in which it seemed that one party had to succeed and the other had to fail. … Read Win-Lose Negotiation Examples

negotiated agreement

Writing the Negotiated Agreement

| Guhan Subramanian | Dealmaking

Some negotiations end with a negotiated agreement that is a plan of action rather than a signed contract – for example, a plumber agrees to fix … Read Writing the Negotiated Agreement

cross cultural

Cross Cultural Communication: Translation and Negotiation

| | International Negotiation

In previous international negotiation articles from cross cultural negotiation case studies, we have focused on how international negotiators can avoid cognitive biases and overcome cultural barriers. But … Read This Post

business contract

How To Avoid a Business Contract Bidding War

| | Business Negotiations

Back in 2014, Nike was the undisputed king of superstar endorsements, dominating the field by paying top talent millions for the right to sell lines of collectible … Read How To Avoid a Business Contract Bidding War

The Value of Using Scorable Simulations in Negotiation Training

| | Teaching Negotiation

At a Teaching Negotiation Resource Center (TNRC) faculty pedagogy seminar, members of the PON faculty and negotiation community gathered to hear Gordon Kaufman (MIT Morris A. Adelman … Read This Post