BATNA: Negotiation Preparation to Help Avoid Giving Up at the Bargaining Table
When you expect an opponent to be competitive, your confidence in the outcomes you can achieve in negotiation is likely to plummet. In negotiation research with Adam … Read This Post
When Dealmaking Breaks Down, Take the High Road
When a negotiation reaches an impasse, it can be tempting to use threats and punishment to try to coerce the other side into conceding. That happened in … Read When Dealmaking Breaks Down, Take the High Road
A Negotiation Back on the Rails with Transactional Leadership
Crumbling transportation infrastructure has become a serious issue across the country. Nowhere is this problem more acute than the nation’s capitol, where the forty year-old Metro has … Read This Post
Top International Multiparty Negotiations: Dissent in the European Union
A European Union summit held in late October 2013 failed to make headway toward more coordination of economic policies. Facing resistance from Germany in particular, European officials … Read This Post
Top Business Negotiations: Apple’s Price-Fixing Defeat
Back in 2007, unhappy with Amazon’s low, flat price of $9.99 for e-books, five major U.S. publishers negotiated a new business model for e-book pricing with Apple, … Read This Post
Negotiating Skills and Negotiation Tactics – Body Language in the Negotiation Process: Confront Your Anxiety, Improve Your Results
Body language, and how to monitor and interpret it, is a negotiating skill and negotiation tactic every effective negotiator should add to her skillset according to negotiation … Read This Post
Using Your BATNA: Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’
A standoff between Democrat President Barack Obama and congressional Republicans in 2012 focused attention on the negotiation styles employed by the two parties as they sought to … Read This Post
Top International Negotiations: Canceled Talks Between the U.S. and Russia
On August 7, 2013, President Barack Obama canceled a summit with Russian President Vladimir Putin scheduled for September of the same year in Moscow, citing a lack … Read This Post
How Does Mediation Work in a Lawsuit: Choosing the Right Mediator
How does mediation work in a lawsuit? For those new to mediation, we advise you being by getting a list of mediators from a reputable provider agency. … Read This Post
Dispute Resolution: Uncertainty, Risk, and Opportunity in Water Diplomacy
When countries face contending water claims, one of the biggest obstacles to reaching an agreement is uncertainty. Specifically, there are three types of uncertainty: uncertainty of information, … Read This Post
Negotiation Research: A Downside of Anger
We know that anger leads negotiators to make riskier choices and blame others when things go wrong. In a new study, researchers Jeremy A. Yip and Maurice … Read Negotiation Research: A Downside of Anger
If At First You Don’t Succeed…
In negotiation, it’s nice to get the deal right the first time. But if carefully laid plans fall apart, you may still be able to recover. That’s … Read If At First You Don’t Succeed…