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…
Copyright Negotiation: In Dealmaking with Tom Petty, Sam Smith Backs Down
Sam Smith’s Grammy win drew attention to his integrative bargaining success in business negotiations with Tom Petty over copyright infringement issues. … Read This Post
A Chance at a Win-Win Negotiation in Hollywood?
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?
Conflict Negotiators Turn to Miss Universe
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
A Top International Negotiation: The Cyprus Crisis
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 … Read This Post
The Leadership Styles of “Girls” at the Negotiating Table
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 … Read This Post
Win-Win Business Negotiations: The Wachovia Buyout
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? … Read This Post
Leadership Skills: When Identities Clash or Click at the Bargaining Table
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 … Read This Post
An Alternative to Traditional Dispute Resolution Instruction
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 … Read This Post
How to Deal with Outsiders at the Bargaining Table
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 … Read This Post
How Snap Judgments Can Lead Bargainers Astray In Negotiations
New research shows that our stereotypes about other people’s warmth and competence often mar our decisions and behavior in negotiation conversations. … Read This Post