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 E. Schweitzer find that anger also leads us to engage in greater deception in negotiation—even when it’s not our counterpart who angered us.
In one of the study’s experiments, … Read Negotiation Research: A Downside of Anger 
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 what the government of Colombia and the rebel group Revolutionary Armed Forces of Colombia, or the FARC, did after their peace agreement was narrowly defeated in a national … Read If At First You Don’t Succeed…
Sam Smith’s Grammy win drew attention to his integrative bargaining success in business negotiations with Tom Petty over copyright infringement issues. … Read More
Question: What’s the best way to minimize the risk of long-term financial commitments and wrap up a win-win negotiation? … Read A Chance at a Win-Win Negotiation in Hollywood?
Opening offers lie at the heart of any successful negotiation. Here are four negotiation fundamentals that any negotiator should take to heart. … Read Conflict Negotiators Turn to Miss Universe
On March 19, 2013 with the economy of the tiny Mediterranean country of Cyprus on the verge of collapse, its lawmakers rejected a 10 billion euro international bailout package, leaving the nation’s president, Nicos Anastasiades, scrambling to come up with a Plan B. … Read More
In negotiations, strong, adaptive leadership styles are often learned and perfected away from the table. Lena Dunham is a hugely successful actor, writer, and director, but the creator of the HBO hit show “Girls,” is also a formidable negotiator. … Read More
Changing financial and legal conditions can create and destroy wealth in the blink of an eye. How does a negotiator take advantage of such periods of change? During the financial crisis of 2008, Wachovia Corporation found itself looking for a buyer to avoid collapse while the financial industry as a whole was the grips of … Read More
Chartered Management Institute conducted a study focusing on the salary gap between men and women in an attempt to discover why the pay gap between the genders persists even when systemic changes were undertaken to prevent this from happening. … Read More
Many negotiation and mediation instructors draw from other disciplines for a range of purposes. Insights from social psychology, for instance, can help students understand, explain, or predict certain interpersonal and inter-group dynamics. Ideas from economics and game theory can shed light on various value-creation principles. … Read More
How can negotiators anticipate roadblocks earlier in the bidding process? The following example attests to the necessity of thinking through the range of problems you could face in an upcoming negotiation, including threats from deal challengers and outsiders. … Read More
New research shows that our stereotypes about other people’s warmth and competence often mar our decisions and behavior in negotiation conversations. … Read More
