Trust in Negotiations

Negotiation Skills: Building Trust in Negotiations

| | Negotiation Skills

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

The Pros and Cons of Back-Channel Negotiations

| | International Negotiation

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

Salary Negotiation Skills

Are Salary Negotiation Skills Different for Men and Women?

| | Salary Negotiations

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

Labor Negotiation Strategies

| | Win-Win Negotiations

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

Implicit and Explicit Bias: When Negotiators Discriminate Based on Race

| | Leadership Skills

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

international conflict

International Conflict and Humanitarian Negotiations

| | Negotiation Skills

International conflict often spurs the urgent need for humanitarian negotiations. Here’s how the International Committee of the Red Cross negotiates to help parties in need. … Read This Post

zopa in business

How to Find the ZOPA in Business Negotiations

| | Business Negotiations

In business negotiation, two polar-opposite errors are common: reaching agreement when it wouldn’t be wise to do so, and walking away from a mutually beneficial outcome. How … Read How to Find the ZOPA in Business Negotiations

negotiations

The Star Wars Negotiations and Trust at the Negotiation Table

| | Business Negotiations

What is negotiation in business? Negotiation research has identified it as a process of building trust and negotiation tactics for building trust at the bargaining table have … Read This Post

contract negotiations

Dealing with Difficult People: Coping with an Insulting Offer in Contract Negotiations

| | Dealing with Difficult People

The following “Ask the Negotiation Coach” question was posed to Dwight Golann, Suffolk University Law School professor and negotiation expert: “I deal with legal disputes and would … Read This Post

Servant Leadership

Servant Leadership and Warren Buffett’s Giving Pledge

| | Leadership Skills

Billionaire Warren Buffett is not particularly interested in making more money for himself. At 85 years old, he has amassed a staggering fortune, worth over $65 billion. … Read This Post

threats in negotation

Threats in Negotiation: When and How to Make Effective Threats

| | Negotiation Skills

Threats in negotiation can escalate conflict, trigger impasse—and occasionally lead to breakthroughs. Donald Trump’s frequent threats as U.S. president illuminate threat dos and don’ts. … Read This Post

How to Negotiate Salary

How to Negotiate Salary: 3 Winning Strategies

| | Salary Negotiations

The question of how to negotiate salary seems to preoccupy negotiators more than any other—and with good reason, considering how dramatically even a small salary increase can … Read How to Negotiate Salary: 3 Winning Strategies