How to Negotiate with Friends and Family

By PON Staff on / Dispute Resolution

“Never do business with friends,” the adage goes. But should you always stay away from an opportunity to negotiate with friends and family? A strict policy of keeping friends and family members out of our business lives would be impractical, and it could cause us to pass up potentially valuable negotiating opportunities. … Read More 

What Is an Umbrella Agreement?

By Katie Shonk on / Dispute Resolution

Business negotiators tend to want the best of both worlds. When reaching an agreement, they want to pin down parties’ respective rights and responsibilities, but they also want to retain the flexibility they need to deal with ever-changing business conditions. One solution to this apparent dilemma is to craft an umbrella agreement. … Read More 

Pedagogy in a Pandemic: Teaching Negotiation to a Masked Room

By Lara SanPietro on / Teaching Negotiation

How can instructors teach students to interpret facial expressions and body language while masked in negotiation?
As teachers and students prepare to return to the classroom in the fall, it is likely going to look a lot different. With social distancing and masks, students face new challenges when trying to read facial expressions in negotiation simulations. … Read More 

Effective Leadership: Learning from David Cameron’s Failed Brexit Negotiations

By PON Staff on / International Negotiation

Leaders sometimes need to devote significant time to convincing a counterpart of the logic and appeal of their proposals. What happens when they need to persuade negotiators on opposite sides of an issue to see your point of view? Such situations highlight why negotiation is important in leadership, as effective leadership can require special skills … Read More 

Tough Topics in Negotiation: Negotiating a Non-Compete Agreement with Employers

By PON Staff on / Conflict Resolution

In integrative negotiation, each side seeks to create and claim value with an eye towards the future of the negotiating relationship. One way of securing this relationship is a noncompete agreement: Employers sometimes ask potential employees to agree not to work for their competitors in the future but don’t assume such requests are nonnegotiable. … Read More 

The Negotiation Process in China

By PON Staff on / International Negotiation

With its booming economy and growing international consumer influence, the role of negotiation in international business is more important than ever and negotiation skills appropriate for China are in high-demand. Here are a few negotiation tips to help you successfully navigate your next round of business negotiations in China. … Read More