When Sacred Values Lead to An Ideological Impasse

By on / Conflict Resolution

sacred values

In October 2013, the two houses of Congress failed to reach agreement on appropriations funding for fiscal year 2014, triggering a government shutdown that lasted 16 days. The deadlock was rooted in the insistence of the Tea Party caucus of the Republican Party that the appropriations bill include language defunding President Barack Obama’s signature piece … Read When Sacred Values Lead to An Ideological Impasse 

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

By on / Business Negotiations

contract 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 agreement can be a daunting task for even the most experienced negotiators. Executives often leave the legal issues surrounding their deals to their attorneys. While this division of … Read This Post 

MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table

By on / Conflict Resolution

MESO Negotiation

MESO negotiation, a negotiation strategy for creating value with a counterpart who may be reluctant to negotiate, allows negotiators to propose multiple offers without signaling commitment or preference for any one option. Business negotiators that practice integrative negotiation strategies often complain that although they try to focus on creating value, they run into far too many difficult … Read This Post 

Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations

By on / Teaching Negotiation

multi-round

Whether in business, law, or international diplomacy, many negotiations are actually comprised of a multi-round process with negotiations internal to the organization preceding external ones. Using multi-round negotiation simulations can help students understand the connection between internal and external negotiations, handle more complex scenarios, and better get into their roles. Engaging in a multi-round negotiation … Read This Post