Real Leaders Negotiate to Meet Their Organization’s Goals
Imagine a typical leader, and you might think of someone who is bold, decisive, visionary, assertive, and charismatic. Now think about the kinds of actions that such … Read This Post
Teach Your Students Spoiler Management in Negotiations
What can you do to protect a negotiation from spoilers?
The greatest risk to a negotiation can come from parties at the table who are intent on spoiling … Read This Post
How to Avoid Preparing Unethical Negotiation Plans
To what degree should you level the playing field for your counterpart in negotiations? Let’s turn to the question of whether you have an ethical obligation to … Read This Post
Leadership Style Assessment: Road Map for Podemos in Spain
The skills required for honing an effective participative leadership style have a great deal in common with those used by good negotiators. Following the May 24, 2015 … Read This Post
Be a Better Mind Reader and Create Value Using Integrative Negotiation Strategies
How important is body language in the negotiation process? Take the following example: The parents of a toddler were interested in finding a babysitter to work one … Read This Post
Satisficing and Negotiation
It stands to reason that devoting less time to relatively unimportant choices should free you up for more meaningful pursuits and increase your overall satisfaction. But how … Read Satisficing and Negotiation
MESO Negotiation: Learn from a Seller’s Market
What negotiating skills can negotiators take away from hyper competitive bargaining situations? With home sales heating up (again) in some parts of the United States, homebuyers are … Read MESO Negotiation: Learn from a Seller’s Market
Bruce Allen’s Essay on Dealing with Russians and Unintended Nuclear War
An article was published today about how to negotiate with the Russians, a product of the Harvard Negotiation Project on “Negotiating with Putin,” featured in the July/August 2017 … Read This Post
How the “Party of No” Didn’t Get to Yes
For Republican leaders, the desire to repeal President Barack Obama’s signature health-care legislation, the Affordable Care Act (ACA), has been a unifying goal for seven years. So … Read How the “Party of No” Didn’t Get to Yes
Beating the Odds in Difficult Negotiations
Sometimes our negotiation goals seem manageable, such as securing an annual raise or reeling in a new client. At other times we shoot for the moon, aiming … Read Beating the Odds in Difficult Negotiations
How to Build Trust at the Bargaining Table
To maximize the joint gain created by a deal, both sides need to take risks which requires building trust in negotiations. Here’s how negotiators can establish the … Read How to Build Trust at the Bargaining Table
How to Capitalize on Luck in Negotiation
Imagine that you have just negotiated a great deal on a house – and rightly so, given how deftly you managed the process from start to finish. … Read How to Capitalize on Luck in Negotiation