Latest Post

Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations

By on / Teaching Negotiation

Introductory Negotiation

Introductory negotiation courses are taught in law and business schools around the world, but are also increasingly taught to undergraduates and in all types of corporate settings. No matter the context, though, the basic elements of negotiation are roughly similar. Teaching interest-based negotiation, the Zone of Possible Agreement (ZOPA), the Best Alternative to a Negotiated … Read More 

Recent Posts

For Greater Value Creation, Look Beyond Your BATNA

By on / BATNA

value creation

For value creation in negotiation, you may need to look beyond your greatest source of power. You may have learned— perhaps in this newsletter or in Roger Fisher, William Ury, and Bruce Patton’s landmark negotiation book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 1991)—that your most powerful asset is often a strong BATNA, or … Read More 

What is Negotiation?

By on / Negotiation Skills

negotiation

Many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives: discussing the terms of a job offer with a recruiter, haggling over the price of a new car, hammering out a contract with a supplier. … Read More 

Business Negotiation Skills to Curb Your Overconfidence

By on / Business Negotiations

overconfidence

To avoid the pitfalls of overconfidence, you need a clear understanding of how overconfidence is likely to affect your judgments and decisions (and those of your counterparts) at the bargaining table. Fortunately, new research suggests exactly when to expect overconfidence and offers insight into how you can prevent it from getting you into trouble in … Read More 

Planning for Cyber Defense of Critical Urban Infrastructure

By on / Teaching Negotiation

cyber dense of urban infrastructure

Save Fairport: Planning for Social Cyber Defense of Critical Urban Infrastructure
Cybersecurity for critical urban infrastructure is a major public safety issue for cities. Cyber-attacks can cause major physical damage, as well as sow chaos and undermine public faith in government. Cyber criminals constantly develop new types of malware, which may not be detectable by current … Read More 

How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table

By on / Conflict Resolution

cultural conflict

After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. In this useful cross-cultural conflict negotiation example, how should this negotiator improve her negotiation skills? … Read More 

Top Ten Posts About Conflict Resolution

By on / Conflict Resolution

conflict resolution

Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s … Read More 

Signing Bonus Negotiation 101

By on / Business Negotiations

Signing bonus negotiation

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 family. But these days, there may be one more negotiation you should consider launching before saying yes: a signing bonus negotiation. … Read More