distributive negotiation

What Is Distributive Negotiation?

| | Negotiation Skills

What is distributive negotiation? Distributive negotiation involves haggling over a fixed amount of value—that is, slicing up the pie. In a distributive negotiation, there is likely only … Read What Is Distributive Negotiation?

international negotiation

Top International Negotiation Examples: The East China Sea Dispute

| | International Negotiation

Even when negotiators believe they sincerely want to reach an outcome that is fair to all, their perceptions of what constitutes a fair agreement are likely to … Read This Post

principled negotiation

Using Principled Negotiation to Resolve Disagreements

| | Dispute Resolution

Parties can often reach a better agreement through integrative negotiation—that is, by identifying interests where they have different preferences and making tradeoffs among them. If you care … Read This Post

negotiation

Value Creation in Negotiation

| | Negotiation Skills

Many people say they dread negotiating and avoid it whenever they can. Why? Typically, because they view negotiation as a competition in which one party’s gains come … Read Value Creation in Negotiation

hardball strategy

Dealing with Hardball Tactics in Negotiation

| | Dealing with Difficult People

Hardball tactics—such as lies, threats, and insults—can catch us off guard in negotiation and lead us to make poor decisions. Our expert tips on preparing for hardball … Read Dealing with Hardball Tactics in Negotiation

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

crisis negotiation

Crisis Negotiation Skills: The Hostage Negotiator’s Drill

| | Crisis Negotiations

Here are some negotiating skills from the world of crisis negotiations: Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team … Read This Post

amazon whole foods negotiation

Amazon–Whole Foods Negotiation: Did the Exclusive Courtship Move Too Fast?

| | Business Negotiations

In the Amazon–Whole Foods negotiation, an insistence on exclusivity led the two parties to quickly get down to business. But speed may have led them to overlook … Read This Post

BATNA

Negotiation Tactics, BATNA and Examples for Creating Value in Business Negotiations

| | Business Negotiations

Learning great BATNA examples, or estimations of your best alternative to a negotiated agreement as well as that of your negotiating counterpart, are essential to effective negotiation … Read This Post

hostage negotiations

What Hostage Negotiations Can Teach Business Negotiators

| | Business Negotiations

Hostage negotiations might seem to have little in common with the typical business negotiation. But, in fact, there is much we can learn from them, according to … Read This Post

Taylor Swift’s Negotiation Dream Comes True

| | Business Negotiations

For Taylor Swift, the negotiation goal of owning her master recordings was a long time coming. With patience, tenacity, and a win-win negotiation strategy, the superstar forged … Read Taylor Swift’s Negotiation Dream Comes True

conflict resolution

Top Ten Posts About Conflict Resolution

| | Conflict Resolution

Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution … Read Top Ten Posts About Conflict Resolution