Disputes—whether between individuals, companies, or governments—become all the more complicated when they cross national borders. It’s no surprise, then, that a variety of forms of international arbitration, in addition to other dispute-resolution processes, including mediation, are now available to resolve them.  … Read More

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 in with key organizational leaders. … Read More

During the course of a complex negotiation, the last thing we want to think about is the possibility that a serious disagreement or contract breach will arise during the implementation stage. Yet we also know that such conflicts are common. … Read More

In his memoir, the former world leader highlights lessons from the peace process in Northern Ireland. One of the world’s most famous negotiators, Tony Blair, offers 10 principles to guide diplomats in international conflict resolution. … Read More

We are often counseled to engage in perspective taking and empathetic understanding to achieve better results in business negotiations, both for ourselves and for our counterparts. Yet perspective taking and empathy are two different skills. Perspective taking is a cognitive ability that involves considering how other people think. Empathy, by contrast, involves emotionally connecting with … Read More

Executives rarely view themselves as diplomats engaged in international diplomacy but business negotiators often find the two fields share negotiation skills and negotiation techniques. Rightly or wrongly, diplomacy evokes images of frivolity – days spent wandering exotic capitals, nights spent cruising embassy cocktail parties. … Read More

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 time, the job offer isn’t a perfect fit: the salary and a couple of other issues fall somewhat short of what you had hoped for. What should you … Read How to Counter a Job Offer: Avoid Common Mistakes

Imagine that you’re buying a used car from its original owner. Of course, you want to get the best deal you can for your money, while your counterpart wants to maximize the value of his asset. After haggling with one another, each side finally arrives at a price point acceptable to both parties. But how … Read More

In this case study of conflict management, the Program on Negotiation offers advice drawn from negotiation research about forming negotiating teams and avoiding conflicts within teams and working groups. … Read More

Communication in negotiation is a critical factor, especially when a counterpart might not be amenable to agreement. … Read More

Because feedback from others can make us feel vulnerable, we often reject it. During an online talk, Douglas Stone and Sheila Heen offered advice on making better use of feedback. … Read Learning from Feedback without Losing Your Mind