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. Not only is the relationship in jeopardy, but your company’s reputation seems to be as well. What should you do? Turn to some tried and true hostage negotiation … Read More

Employment contract negotiation in some industries involves the negotiation of morals clauses—an increasingly common way for organizations to protect themselves from employee misbehavior. … Read Employment Contract Negotiation: Morals Clauses

In a reversal of past findings, women with MBA’s are now more likely to ask for higher pay in salary negotiations than their male peers, a new study shows. So why does the gender pay gap persist? … Read In Salary Negotiations, Women Do Ask

A dispute resolution example involving the musicians of the Chicago Symphony Orchestra and management highlights the potential value of involving an influential mediator in negotiations. … Read More

How to handle conflict in teams? Most advice centers on eliminating conflict. But an expert on helping scientific collaborators work together fruitfully recommends finding ways to live with productive disagreement. … Read More

How do you negotiate an internal management conflict in the face of looming crisis and a deep loss of trust? In Discord at the Daily Herald, a new simulation from the Teaching Negotiation Resource Center (TNRC), the co-owners of the Daily Herald must grapple with these issues or face the complete dissolution of their partnership … Read More

At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even if you have decided to make the first offer and are ready with a number of alternatives, you should always open by asking and listening to assess your … Read More

Sometimes even the best agreements arising out of negotiation in business and are liable to failure and such is the case with the dispute between food giants Starbucks and Kraft (now Kraft-Heinz). … Read More

Ask the many managers of a certain high-volume restaurant in the Midwest what their greatest work challenge is, and they’d most likely say something along the lines of, “managing difficult employees.” … Read More

In late 2016 and early 2017, news stories abounded of companies that were having second thoughts about planned mega-mergers. Abbott Laboratories began looking for ways to exit its acquisition of Alere, citing investigations of the medical test maker, for example. And Verizon started rethinking its acquisition of Yahoo! following a data breach at the tech … Read How to Negotiate a Business Deal

The National Football League’s Pittsburgh Steelers faced a dilemma. Mid-contract, the team’s star wide receiver, Antonio Brown, asked the team to improve upon the six-year, $42.5 million deal they negotiated back in 2012. Brown had risen to become the best receiver in football and believed he was underpaid. … Read Finding Mutual Gains In “Non-Negotiation”