Conflict Negotiation Strategies for Business Negotiators
When closing a deal, new business partners are typically optimistic about the path ahead. But somewhere down the line, conflict is almost inevitable. One party may miss … Read This Post
Negotiating with Family
Legal Disputes Where Emotions Override Reason
Negotiating with a colleague or client can be complicated, but negotiating with a family member can cause us to leave reason at … Read Negotiating with Family
The Winner’s Curse: Will You Be Its Next Victim?
Imagine that you’re up for a new job that you’d like very much. At the end of a long hiring process, the HR manager asks you to … Read This Post
Negotiation Ethics May Be a Slippery Slope
Negotiation researchers have refuted the widespread belief that honesty varies widely among individual negotiators. Rather, because people respond strongly to their environment, personal standards for negotiation ethics … Read Negotiation Ethics May Be a Slippery Slope
A University Negotiates Accusations of Autocratic Leadership
While not always popular with employees, there are countless situations where running an organization with an autocratic leadership style can be valuable at the right moment. When … Read This Post
Ask A Negotiation Expert: How leaders negotiate to hang on to leadership
This month, Jeswald Salacuse, Distinguished Professor at Tufts University, considers the negotiation strategies that embattled leaders use to fend off challenges to their leadership. Salacuse is the … Read This Post
Successes & Messes: A new MLB player keeps his eye on the ball
It’s been 100 years since Major League Baseball (MLB) had a superstar at both hitting and pitching in its ranks—namely, Babe Ruth. With teams rewarding specialists, players … Read This Post
Teach Your Students to Negotiate the Principal-Agent Relationship with Fie’s Agent
Negotiate International Sports Contracts
In many business negotiations, especially those involving athletes, you will find an agent negotiating on behalf of the principal party. This unique principal-agent relationship … Read This Post
Negotiate International Energy Contracts with ENCO
ENCO: Negotiating International Contracts in the Face of Political Instability
Negotiating international contracts can be tricky, and unstable, especially when governments are parties in the negotiation. ENCO is a … Read This Post
Women Negotiators Break New Ground
In many other parts of the world, women face the daunting challenge of winning a place at the negotiating table in the first place. In particular, UN … Read Women Negotiators Break New Ground
Negotiation Habits of Great Women Leaders
Pay inequities and a lack of great women leaders in upper management remain enduring problems in the workplace. … Read Negotiation Habits of Great Women Leaders
Business Negotiation: When is an Outsider Needed at the Negotiation Table
One of the most popular negotiation topics in business concerns the role of outsiders to the negotiation. In this article the Program on Negotiation explores how to … Read This Post