negotiation styles

Understanding Different Negotiation Styles

| | Negotiation Skills

In the business world, some negotiators always seem to get what they want, while others more often tend to come up short. What might make some people … Read Understanding Different Negotiation Styles

negotiation preparation

Negotiation Preparation Strategies

| | Business Negotiations

When an important negotiation is looming, “winging it” is never the answer. The best negotiators engage in thorough negotiation preparation. That means taking plenty of time to … Read Negotiation Preparation Strategies

mutually beneficial agreement

For a Mutually Beneficial Agreement, Collaboration is Key

| | Negotiation Skills

At the Program on Negotiation, we urge you to aim higher by combining such competitive value-claiming with collaborative value creation. Not because it’s the “nice” thing to … Read This Post

conflict resolution

Using Conflict Resolution Skills: Trying to Forgive and Move Forward

| | Conflict Resolution

In business negotiations, when a counterpart apologizes for harming or offending you, should you forgive and move forward? What if doing so seems impossible? … Read This Post

great women leaders

Great Women Leaders Negotiate

| | Leadership Skills

Great women leaders are no different than great male leaders—except that they may have faced more discrimination, lower expectations, and stronger resistance along the way. When women … Read Great Women Leaders Negotiate

participative leadership

Participative Leadership: What It Can Do for Organizations

| | Leadership Skills

Today more than ever, employees want a say in the decisions that affect them. Workers are increasingly demanding input into where and when they work, what they … Read This Post

med arb

What is Med-Arb?

| | Mediation

When parties find themselves involved in a serious conflict, they often try to avoid the expense and hassle of litigation by turning to one of the two … Read What is Med-Arb?

business meeting hands clasped on table

How to Manage Difficult Staff: Gen Z Edition

| | Dealing with Difficult People

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

negotiating with liars

Negotiating with Liars: Bluffing versus Puffing

| | Negotiation Skills

How many times have you sat at the bargaining table, and wondered, “am I negotiating with liars?” And to your own self be true—how many times have … Read Negotiating with Liars: Bluffing versus Puffing

Daniel Kahneman Showed Negotiators a More Rational Path

| | Negotiation Skills

The late psychologist Daniel Kahneman, with his research partner Amos Tversky, spurred a scientific revolution in economics by pinpointing predictable ways in which intuition impairs our judgment. … Read This Post

negotiations

Stonewalling in Negotiations: Risks and Pitfalls

| | Negotiation Skills

Contract negotiations between Jason Pierre-Paul and the New York Giants demonstrate the hazards of intentionally stonewalling your counterpart in negotiations. A successful defensive end with the Giants … Read Stonewalling in Negotiations: Risks and Pitfalls

women negotiating salary

How to Counter a Job Offer: Avoid Common Mistakes

| | Salary Negotiations

Imagine that after a long search, you’ve just gotten an offer for a highly appealing job. You’re tempted to accept it on the spot. At the same … Read How to Counter a Job Offer: Avoid Common Mistakes