Today’s Post

Everyday Negotiation Situations: Should You Negotiate Service Fees?

By on / Negotiation Skills

everyday negotiation situations

Imagine that you’re about to hire someone to provide a service—say, to repair your leaky roof, design a new website for your business, or host an online event. In such everyday negotiation situations, when you receive a price quote, should you try to negotiate a better deal? 

Conventional wisdom would answer with a resounding yes. Opening … Read More 

Asynchronous Learning: Negotiation Exercises to Keep Students Learning Outside the Classroom

By on / Teaching Negotiation

dispute system design

Asynchronous learning is a term used to describe education, instruction, or learning that does not occur in the same time or place. Asynchronous learning uses resources that facilitate knowledge sharing outside the constraints of time and place among a group of people. As schools and universities develop alternate learning schedules in the face of a … Read More 

In Group Negotiation, Avoid a Turf Battle

By on / Business Negotiations

group negotiation

In group negotiation, turf battles—heated conflicts over territory, control, rights, or power—are common. Department heads clash over scarce resources. Companies, community groups, and governments get tied up in lawsuits over undeveloped land. Across the globe, fishing groups have depleted fish stocks in their rush to catch the biggest share for themselves. … Read More 

How to Use MESOs in Business Negotiations

By on / Business Negotiations

MESO

It’s not uncommon in business negotiations to find yourself on the brink of impasse. You and your counterpart have exchanged a series of offers and counteroffers, and you’ve met somewhere close to the middle—but not close enough. With each side firmly rooted in its position, there may seem to be no way forward. … Read More 

Six Guidelines for “Getting to Yes”

By on / Negotiation Skills

getting to yes

In their revolutionary book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 3rd edition, 2011), Roger Fisher, William Ury, and Bruce Patton introduced the world to the possibilities of mutual-gains negotiation, or integrative negotiation. The authors of Getting to Yes explained that negotiators don’t have to choose between either waging a strictly competitive, win-lose … Read More