anchoring effect

The Anchoring Effect and How it Can Impact Your Negotiation

| | Negotiation Skills

Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging … Read This Post

negotiation preparation

Use a Negotiation Preparation Worksheet for Continuous Improvement

| | Negotiation Training

When determining the best alternative to a negotiated agreement or BATNA (the point at which the negotiators ought to walk away from the table), executives should check … Read This Post

Collaborative negotiation examples

Collaborative Negotiation Examples: Tenants and Landlords

| | Negotiation Training

In the best of times, negotiators brim with resources, energy, and optimism, which inspire collaboration and creativity. In the worst of times, negotiators are so stressed and … Read This Post

mediation

Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process

| | Mediation, Consortium Schools & Other Boston Area Universities

Mediation is often thought of as a last step to adjudicate disputes. In this article, professor Lawrence Susskind spells out the hidden advantages of using mediation early … 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

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

AI Chatbox

AI Mediation: Using AI to Help Mediate Disputes

| | Mediation

AI mediation is on the rise, with chatbots increasingly assisting human mediators in resolving disputes. Here’s what AI mediation is capable of—and where it falls short. … Read AI Mediation: Using AI to Help Mediate Disputes

conflict negotiation

Four Conflict Negotiation Strategies for Resolving Value-Based Disputes

| | Dispute Resolution

In many negotiations, both parties are aware of what their interests are, and are willing to engage in a give-and-take process with the other party to come … Read This Post

Ethics in Negotiations

Ethics in Negotiations: How to Deal with Deception at the Bargaining Table

| | Dealing with Difficult People

You say you would never lie during a negotiation. Your ethical standards are solid—right? Ethics in negotiations are an important subject. Learn how ethics in negotiations can … Read This Post

negotiation planning process

In the Negotiation Planning Process, to Capture the Force, be Patient

| | Business Negotiations

Sometimes the negotiation planning process will take longer than expected to get the best results. The negotiation planning process behind Disney’s acquisition of Lucasfilm suggest the value … Read This Post

win-win negotiation

For NFL Players, a Win-Win Negotiation Contract Only in Retrospect?

| | Win-Win Negotiations

How did the NFL Players association and team owners come to an eventual win-win negotiated agreement? In this article we explore the strategies each side used to … Read This Post

tough negotiators

Tough Negotiator: Insights on Vladimir Putin from Former U.S. Secretaries of State

| | International Negotiation

Always a tough negotiator, Russian president Vladimir Putin has seemed even more formidable and unreachable since sending his army to attack Ukraine. A new video offers insights … Read This Post