negotiation strategies

Advanced Negotiation Strategies and Concepts: Hostage Negotiation Tips for Business Negotiators

| | Conflict Resolution

Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. … Read This Post

paternal leadership, servant leadership theory

Paternalistic Leadership: Beyond Authoritarianism

| | Leadership Skills

What’s your first reaction to the concept of paternalistic leadership? If you’re new to the concept and from an individualistic culture, such as the United States, Canada, … Read Paternalistic Leadership: Beyond Authoritarianism

dispute resolution

Top 10 Dispute Resolution Skills

| | Dispute Resolution

Too often, dispute resolution can be an acrimonious and unproductive process. The following 10 negotiation and conflict resolution strategies can help you find creative ways to reach … Read Top 10 Dispute Resolution Skills

change-of-control provision

Dear Negotiation Coach: Coping with a Change-of-Control Provision

| | Business Negotiations

We recently received a question regarding a change-of-control provision and how to move forward with potentially renegotiating a contract. We spoke with Faculty Chair, Program on Negotiation … Read This Post

win win bargaining

Win-Win Bargaining: Private Negotiation, Public Auction, or Both?

| | Business Negotiations

Win-win bargaining requires us to choose the right dealmaking process. News stories involving Amazon and Apple highlight the pros and cons of private negotiations, public auctions, and … Read This Post

Learning from Ethical Leadership Failures at Boeing

| | Leadership Skills

Ethical leadership has proven to be elusive at Boeing, but why? Recent analyses have uncovered common psychological biases that can keep leaders—and all of us—from meeting our … Read This Post

negotiation techniques

Negotiation Techniques: The First Offer Dilemma in Negotiations

| | Dealmaking

The first offer dilemma in negotiations – should you make the first offer? Few questions related to negotiation techniques and negotiation strategies have yielded more academic attention … Read This Post

salary negotiation

Salary Negotiation: How to Ask for a Higher Salary

| | Salary Negotiations

For a new employee, salary negotiation skills can be the most important and the most intimidating, but the most important, of difficult conversations to have at the … Read This Post

Strategies to resolve conflict

Strategies to Resolve Conflict over Deeply Held Values

| | Conflict Resolution

In negotiation, when deeply held beliefs and principles are at stake, typical strategies to resolve conflict may fail, whether in family conflict scenarios or in business. These … Read This Post

door in the face

The Door in the Face Technique: Will It Backfire?

| | Dispute Resolution

Have you ever heard of the door in the face technique? In a classic and rather amusing study from 1975, Arizona State University professor Robert Cialdini and … Read The Door in the Face Technique: Will It Backfire?

contract negotiations

Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract

| | Business Negotiations

In contract negotiations, writing a contract that both encapsulates the negotiated agreement but also incorporates future elements such as the business relationship and the sustainability of the … Read This Post

types of mediation

Types of Mediation: Choose the Type Best Suited to Your Conflict

| | Mediation

When parties involved in a serious conflict want to avoid a court battle, there are types of mediation can be an effective alternative. In mediation, a trained … Read This Post