gender gap in negotiation

Women and Negotiation: Narrowing the Gender Gap in Negotiation

| | Business Negotiations

Men tend to achieve better economic results in negotiation than women, negotiation research studies have found overall. Such gender differences are generally small, but evidence from the … Read This Post

integrative bargaining

Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies

| | Negotiation Skills

Imagine that you’re buying a used car from its original owner. Of course, you want to get the best deal you can for your money, while your … Read This Post

batna strategy

BATNA Strategy: Should You Reveal Your BATNA?

| | BATNA

In their best-selling book Getting to Yes: Negotiating Agreement Without Giving In, Roger Fisher, William Ury, and Bruce Patton (Penguin, 1991) introduced the concept of having a … Read BATNA Strategy: Should You Reveal Your BATNA?

Dispute Resolution

Union Strikes and Dispute Resolution Strategies

| | Dispute Resolution

When a conflict looms, it can be tempting for each side to try to make unilateral decisions on key issues because of the belief that negotiations with … Read Union Strikes and Dispute Resolution Strategies

humor in business

Is Humor in Business Negotiation Ever Appropriate?

| | Negotiation Skills

Have you ever wondered if humor in business negotiation is appropriate, and when? We spoke with Alison Wood Brooks, O’Brien Associate Professor of Business Administration and Hellman … Read This Post

Signing bonus negotiation

Signing Bonus Negotiation 101

| | Business Negotiations

After engaging in a successful salary negotiation for a coveted job, most people are ready to shake hands and start sharing the good news with friends and … Read Signing Bonus Negotiation 101

women negotiating salary

How to Counter a Job Offer: Avoid Common Mistakes

| | Salary Negotiations

Imagine that after a long search, you’ve just gotten an offer for a highly appealing job. You’re tempted to accept it on the spot. At the same … Read How to Counter a Job Offer: Avoid Common Mistakes

business conflict

Business Conflict Management

| | Conflict Resolution

In the business world, workplace disputes are all too common. Consider these real-life conflict scenarios: a group of employees who, working overtime to make up for staff … Read Business Conflict Management

winner's curse

Winner’s Curse: Negotiation Mistakes 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 Winner’s Curse: Negotiation Mistakes to Avoid

negotiation tools and techniques

Negotiation Tools and Techniques: Research Roundup

| | Negotiation Skills

Recent negotiation research offers negotiation tools and techniques to use in your business negotiations to make strong opening offers, negotiate effectively online, and boost your sense of … Read This Post

business contract

Successes & Messes: A Notoriously Bad Business Contract

| | Business Negotiations

In business contract negotiations, we’re sometimes tempted to break the mold and do things in a new and entirely different way. But if our strategies aren’t supported … Read This Post

How to Respond to Questions

The Best New Simulations

| | Teaching Negotiation

Looking to update your curriculum with innovative new simulations? Check out these new simulations from the Teaching Negotiation Resource Center (TNRC).
Discord at the Daily Herald – New … Read The Best New Simulations