Dealing with Difficult People? First Look in the Mirror
We’ve all faced the challenge of dealing with difficult people – those who refuse to give you what you want in negotiation for no clear reason other … Read This Post
Business Negotiations: Win-Win Strategy for Hospices de Beaune Vineyards
When the old ways of doing business aren’t working anymore, it may be time to break with tradition. Of course, doing so can be easier said than … Read This Post
Exercising Your BATNA: When American Apparel Ousted Dov Charney
On June 18, 2015 the board of retailer American Apparel informed the company’s controversial founder, Dov Charney, that it was ousting him from his roles as chairman … Read This Post
Dealmaking: Don’t Wait for Them to Blink
In labor disputes and dealmaking, negotiators on both sides are likely to overestimate the odds that the other side will view their proposals as fair. In fact, … Read Dealmaking: Don’t Wait for Them to Blink
Top Business Negotiations: Michael Bloomberg versus the New York Teachers’ Union
Business negotiators seeking to resolve a dispute should foster a cooperative spirit, framing negotiations around gains rather than losses. And when negotiators are far apart, it may … Read This Post
Difficult Negotiation Going Nowhere? Consider an Apology
If you’ve ever offended a fellow negotiator with words or actions, you know how hard it can be to make amends. … Read This Post
Dealmaking: Dealing with the Other Side’s Constituents
During a meeting with a potential customer, a new salesperson leaves the room several times to make phone calls. Each time when she returns, she tells the … Read This Post
Business Negotiators Find the Right Fit
When approached by a partner whispering sweet nothings about untold riches and power, it can be tempting to rush through the negotiation process. But if you do, … Read Business Negotiators Find the Right Fit
Alternative Dispute Resolution: Corporate Stakeholder Engagement and Mineral Extraction in Colombia
Corporations around the world are being pressed by their shareholders to do a better job of taking local concerns into account when they initiate mineral extraction projects. … Read This Post
How to Overcome Cultural Barriers to Communication in International Negotiations
How to overcome cultural barriers to communication: As members of organizations and families, we all know from experience that even people with identical backgrounds can have … Read This Post
Negotiation Research: Looking for a Favor? Ask in Person
Imagine that you are about to ask someone for something. Maybe you’re trying to initiate a negotiation by asking a potential customer to listen to your proposal. … Read This Post
When Forming First Offers, Take Precision into Account
What should your first offer be in a negotiation?
The question doubtless has led to sleepless nights for negotiators who understand that the first offer in a negotiation … Read This Post