Gender Discrimination: How to Reach a Negotiated Agreement
As you know, gender stereotypes often enter the negotiation process. Women and men are perceived to, and often do, act differently in negotiations. Furthermore, gender-based discrimination—such as … Read This Post
Business Negotiations: Matching Rights – The Fundamentals
When the mergers-and-acquisitions boom began in 1993, many deals simply required the seller to let the buyer know if a “superior proposal” came along. By the late … Read This Post
Successes & Messes: With a switch in focus, migrant activists gain ground
In the U.S. agricultural industry, the migrant workers, many of them undocumented, who toil long hours on fields and farms have long faced abuse, low wages, substandard living conditions, … Read This Post
Negotiation in the News: Making group decisions when values are at stake
In the business world, standing up for one’s values can be difficult, as matters of conscience and conviction can sometimes be at odds with financial and public … Read This Post
Negotiating seamless leadership transitions
Travis Kalanick, until recently the CEO of ride-hailing service Uber, helped grow the company from the seed of an idea in 2009 into a global firm valued … Read Negotiating seamless leadership transitions
What is the Anchoring Bias?
It may be the most burning question in business negotiation: Should you make the first offer?
Traditionally, negotiators were advised to wait for the other side to make … Read What is the Anchoring Bias?
Success & Messes: “Chuck and Nancy” find their leverage
What’s our leverage? U.S. Senate minority leader Chuck Schumer asked himself that question continually during the congressional recess this August, he told the New York Times, following the … Read This Post
For Serial Negotiators, Pride May Come Before A Fall
Imagine that you are a purchasing agent who just scored a significant price concession from a supplier. Now it’s time to hang up the phone and move on … Read This Post
When International Negotiation Stymies the Best Mediators
On May 13, Lakhdar Brahimi, U.N. special envoy to Syria, announced that he was quitting his position as lead mediator of the Syrian conflict due to frustration … Read This Post
Culture and Teaching Negotiation: A Presentation by David Fairman
David Fairman—Managing Director of the Consensus Building Institute—recently shared his extensive experience in negotiating with, and teaching negotiation to, a variety of groups from a broad range … Read This Post
How a Bad BATNA Keeps Medicare Drug Prices High
It’s Negotiation 101: to get what you want, you need to be able to make a credible threat to walk away from a subpar deal. And for … Read How a Bad BATNA Keeps Medicare Drug Prices High
Managing Difficult Employees — Like Alex Rodriguez?
What negotiation strategies should employers use when dealing with difficult employees? Conflict management strategies and negotiation skills go hand in hand as this negotiation example about New … Read This Post