Negotiation in Business: Starbucks and Kraft’s Coffee Conflict
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 Negotiation Examples
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
Writing the Negotiated Agreement
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 Communication: Translation and 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
How To Avoid a Business Contract Bidding War
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
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
Dealing with Hardball Tactics in Negotiation
Hardball tactics—such as lies, threats, and insults—can catch us off guard in negotiation and lead us to make poor decisions. Our expert tips on preparing for hardball … Read Dealing with Hardball Tactics in Negotiation
Negotiation Skills: Building Trust in Negotiations
Trust in negotiations may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it … Read This Post
The Pros and Cons of Back-Channel Negotiations
Back-channel negotiations have been used in numerous conflicts across the globe, including the Israeli-Palestinian peace process from 1994 to 1996 and the Iranian hostage crisis in 1979–1980. … Read The Pros and Cons of Back-Channel Negotiations
Are Salary Negotiation Skills Different for Men and Women?
Most negotiators don’t engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost … Read This Post
Labor Negotiation Strategies
No one likes strikes. They can be financially devastating to employers and employees alike. And because strikes inconvenience the public, whatever popular support striking workers gain may … Read Labor Negotiation Strategies
Implicit and Explicit Bias: When Negotiators Discriminate Based on Race
Both implicit and explicit bias can disadvantage racial minorities at the bargaining table. Here’s what to do about it, keep reading. … Read This Post