Navigating Family Business Negotiation
In 2023, a long-simmering feud among Rupert Murdoch’s four oldest children exploded into a public battle. Two years later, a seemingly simple family business negotiation resolved the … Read Navigating Family Business Negotiation
Deceptive Tactics in Negotiation
Men are more likely to endorse deceptive tactics in negotiation than women are, a research study reveals. But it would be a mistake to read too much … Read Deceptive Tactics in Negotiation
Directive Leadership: When It Does—and Doesn’t—Work
These days, directive leadership tends to be out of fashion, with many experts promoting a more egalitarian management style. Yet directive leadership has its time and place, … Read This Post
Top 10 Notable Negotiations—and the Lessons They Still Offer Business Negotiators
In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, … Read This Post
Persuasion Tactics in Negotiation: Playing Defense
Persuasion tactics can lead us to make decisions in negotiation that we later regret. Fortunately, there are strategies available that can help us avoid being taken for … Read This Post
Fairness in Negotiation
Imagine that you and your business partner agree to sell your company. You end up getting an offer that pleases you both, so now you face the … Read Fairness in Negotiation
Dealing with challenging negotiators
Three research studies offer advice on how to cope with counterparts who display varying degrees of difficult behavior. … Read Dealing with challenging negotiators
International Negotiations: North and South Korea Talks Collapse
On June 12, North Korea and South Korea were supposed to have met in Seoul to explore whether they could get beyond their decades-old divisions and forge … Read This Post
Trump’s Negotiating Style as President-Elect
Donald Trump’s negotiating style in the months before he took office were marked by a disregard for protocol. … Read Trump’s Negotiating Style as President-Elect
MESO Negotiation: The Benefits of Making Multiple Equivalent Simultaneous Offers in Business Negotiations
In MESO, negotiation in which multiple offers are presented simultaneously at the negotiation table, effective negotiators seek opportunities to create value. By making tradeoffs across issues, parties … Read This Post
Negotiating a Salary When Compensation Is Public
Faced with the prospect of negotiating a salary with a new employer, job candidates often feel anxious, confused, and tentative. Historically, organizations have tended to keep information … Read Negotiating a Salary When Compensation Is Public
How To Share a Negotiation Education with Kids
There are numerous opportunities for adults to learn and practice their negotiation skills. Whether it’s working through an issue with a coworker, buying a home, or taking … Read How To Share a Negotiation Education with Kids