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
Switching Channels: How Fox Star Megyn Kelly Ended up at NBC
In the summer of 2016, it seemed the approaching end of television journalist Megyn Kelly’s contract with Fox News in mid-2017 couldn’t have been better timed for … Read This Post
When Negotiators Strive to Appear Unpredictable
During the height of the Vietnam War, U.S. president Richard Nixon confided in his chief of staff, H. R. Haldeman, that he had devised a special strategy … Read When Negotiators Strive to Appear Unpredictable
Mediation Used in Dispute Resolution Over Art Museums
When partners are negotiating a new business deal, overconfidence can lead them to overlook the possibility that the business will fail or otherwise struggle. Wise negotiators envision … Read This Post
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
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