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
In International Negotiations, Manage Hard Bargainers
Public demands and threats—particularly when delivered as a precondition to negotiation—make negotiations more competitive and less collaborative. … Read This Post
The Leadership Skills of Late Night
Selecting the right person for a challenging job is often more than just a hiring decision. It’s a negotiation. Doing it well requires exceptional leadership skills. Nowhere … Read The Leadership Skills of Late Night
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