The Role of Goal Setting in Negotiation
Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging … Read The Role of Goal Setting in Negotiation
M&A Negotiation Strategy: How Iger and Lucas Launched Star Wars into a New Era
M&A negotiation strategy is often driven by a desire to win at any cost. By contrast, Disney’s 2012 acquisition of Lucasfilm was methodical, cautious, and focused on … Read This Post
3 Types of Power in Negotiation
Social psychologists have described different types of power that exist in society, and negotiators can leverage these types of power in negotiation as well. … Read 3 Types of Power in Negotiation
Servant Leadership Theory
When considering various leadership models to emulate, leaders have a wide variety to choose from, including participative leadership, charismatic leadership, directive leadership, authoritarian leadership, and paternalistic leadership. … Read Servant Leadership Theory
Authoritarian Leadership Style: How It Impacts Negotiation and Organizational Success
How does authoritarian leadership affect negotiation? Learn the risks of top-down leadership and why collaboration improves deal outcomes. … Read This Post
What Is Multiparty Negotiation? Definition, Challenges, and Strategies
What is multiparty negotiation? Learn how coalitions, process management, and shifting BATNAs shape complex multi-stakeholder negotiations. … Read This Post
Use Integrative Negotiation Strategies to Create Value at the Bargaining Table
How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four integrative negotiation strategies for value … Read This Post
What is Conflict Resolution, and How Does It Work?
If you work with others, sooner or later you will almost inevitably face the need for conflict resolution. You may need to mediate a dispute between two … Read This Post
How to Manage Difficult Staff: Gen Z Edition
Wondering how to manage difficult staff? Some managers are having trouble with employees who entered the workforce during the Covid-19 pandemic. Here are some tips for dealing … Read How to Manage Difficult Staff: Gen Z Edition
Lessons from an M&A Negotiation: Amazon and Whole Foods
The 2017 M&A negotiation between the grocer and the online retailer illustrates the pitfalls of focusing more on dealmaking than implementation. … Read This Post
Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table
Let’s take a look back at the 2008 US presidential election and the win-win coalition forged between Barack Obama and his then-rival, Hillary Clinton. As this example … Read This Post
Labor Relations: Negotiating Collective Bargaining Agreements
Contract bargaining in labor relations is one of the most complex areas of negotiation and dispute resolution. There are rarely clear cut or mutually agreed upon notions … Read This Post
