What is Anchoring in Negotiation?
What exactly is anchoring in negotiation, and how does it play out at the bargaining table? Consider this anchoring bias example from Harvard Business School and Harvard … Read What is Anchoring in Negotiation?
Using Body Language in Negotiation
Negotiation experts typically advise us to meet with our counterparts in person whenever possible rather than relying on the telephone or Internet. As convenient as electronic media … Read Using Body Language in Negotiation
Individual Differences in Negotiation—and How They Affect Results
Negotiation advice is often “one size fits all,” yet we approach negotiations with vastly different experiences and traits. How do individual differences in negotiation play out? In … Read This Post
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
Government Negotiations: The Brittney Griner Case
Government negotiations can be complicated by public scrutiny, competing interests, and the involvement of private-sector negotiators. The U.S. government’s efforts to secure Brittney Griner’s release from Russia … Read Government Negotiations: The Brittney Griner Case
How to Negotiate a Higher Salary after a Job Offer
If you’re wondering how to negotiate a higher salary after a job offer, congratulations: You’re aiming higher than many job candidates ever do. It’s common for prospective … Read This Post
Ask Better Negotiation Questions
Asking questions can reveal a wealth of valuable information in negotiation. Yet most negotiators do not ask enough questions or share enough information, instead choosing to devote … Read Ask Better Negotiation Questions
Dealmaking and the Anchoring Effect in Negotiations
The following question regarding the anchoring effect was asked of Program on Negotiation faculty member and Harvard Business School and Harvard Law School professor Guhan Subramanian. … Read This Post
Dear Negotiation Coach: Responding (Or Not) to an Ultimatum in Negotiation
Many times in our lives, we will encounter an ultimatum in negotiation. Sometimes the ultimatum is real, and often times it is not. However, there are ways … Read This Post
Types of Negotiation for Business Professionals
An understanding of the most common types of negotiation used in the business world will help you prepare to get the best deal possible—while building a strong … Read Types of Negotiation for Business Professionals
4 Sales Negotiation Traps—and How to Overcome Them
Whether you’re planning to put your home up for sale, trying to unload excess merchandise, or searching for new clients, there’s a good chance you’ll make your … Read This Post
Negotiation Ethics: What’s Gender Got to Do with It?
The strength of our negotiation ethics may vary depending on our gender, according to one study. Here’s why this may be the case—and advice on how we … Read This Post