Negotiation and Leadership Skills: Jerry Brown Re-Frames a Deal at High Speed
Starting construction on an 800-mile rail network in the world’s 8th largest economy without the funds in place to finish the job may seem crazy, but in … Read This Post
Creating Value Through Haggling – Setting the Stage for Negotiation Success
Suppose your research reveals that the TV you want is fairly new on the market. Further research about your local store leads you to believe it may … Read This Post
Mediating Better Community Relations in New Orleans
On May 14, Susan Hutson, the independent police monitor for the city of New Orleans brought together community stakeholders and police officials to help formulate a program … Read This Post
Promoting Fair Outcomes in Negotiation
So, you believe you’ve done everything you can do create value in your negotiation. You engaged in logrolling, making trades based on your and the other party’s … Read Promoting Fair Outcomes in Negotiation
Don’t Forget to Negotiate the Process
This past October, as the United Kingdom (UK) began gearing up for its negotiations to exit the European Union (EU)—a process known as Brexit—scheduled to begin in … Read Don’t Forget to Negotiate the Process
Types of Power in Negotiation: Using Negotiation Research to Eliminate Gender Difference in Bargaining Scenarios
Here are four strategies from negotiation research on types of power in negotiation and how to minimize gender differences in bargaining scenarios and in negotiations. … Read This Post
Closing the Deal in Negotiations
In dealmaking, we typically devote significant time to trying to convince a counterpart of the logic and appeal of our proposals. But sometimes our role becomes a … Read Closing the Deal in Negotiations
How Expressing Disappointment Impacts Offers in Negotiations
Most of us have had the experience of feeling disappointment during a negotiation. If a counterpart picks up on this disappointment, will it affect the offers she … Read This Post
Great Negotiators vs. Great Negotiations: The Program on Negotiation’s Great Negotiator Teaching Series
Teaching negotiation using case studies focused on the efforts of great negotiators can help achieve several pedagogical goals at the same time. Developed by Professor James Sebenius … Read This Post
M&A Negotiation: Undoing the Deal
After parties have invested considerable time and money in a negotiation, agreement can come to seem like an inevitable end point. You may think you have an … Read M&A Negotiation: Undoing the Deal
How Professional Negotiators Can Avoid Public Controversy
In negotiation, we sometimes become so focused on what we’re trying to achieve at the bargaining table that we fail to adequately account for how the deal … Read This Post
Diplomatic Negotiations to Build a Winning Coalition to Negotiate with Iran
The five permanent members of the UN Security Council plus Germany were able to arrive at a negotiated agreement with the Islamic Republic of Iran to curtail … Read This Post