International Negotiation Skills: Before Apologizing, Consider the Culture
In 2004, after Japanese regulators shut down Citigroup’s private bank in the country for breaking numerous laws, then-CEO Charles O. Prince made headlines by traveling to Japan, … Read This Post
Protecting Yourself from Competitive Expectations
Like other cognitive biases, competitive expectations can be insidious. Fortunately, there are several steps you can take to forestall their negative consequences. … Read Protecting Yourself from Competitive Expectations
A Closer Look at Court-Sponsored Mediation
No one likes to go to court. Not only is it expensive and time-consuming, it often leads to frustrating results and damaged relationships. So is court-sponsored mediation … Read A Closer Look at Court-Sponsored Mediation
Creating and Claiming Value Through Haggling – Assess The Other Party’s BATNA in Dealmaking Negotiations
Now it’s time to assess the best deal you might get. Figuring out the other party’s reservation price is the key to knowing how far you will … Read This Post
Worst Negotiation Tactics of 2015
Here are some of the worst negotiation tactics displayed during calendar year 2015 – from hard-bargaining, distributive negotiation strategies aimed at getting the whole pie to stonewalling … Read Worst Negotiation Tactics of 2015
Worst Negotiation Tactics of 2015
Here are some of the worst negotiation tactics displayed during calendar year 2015 – from hard-bargaining, distributive negotiation strategies aimed at getting the whole pie to stonewalling … Read Worst Negotiation Tactics of 2015
Negotiation Research You Can Use: Hugging it Out
Males and females react to one-on-one conflict differently, research suggests, and perhaps from an early age. Irreconcilable conflicts are more likely to disintegrate the activities and social … Read Negotiation Research You Can Use: Hugging it Out
Hoping for an Uncontroversial Negotiation? Consider the Optics
January 16, 2016, was a memorable day in U.S.-Iranian relations. That day, the International Atomic Energy Agency reported that Iran was in compliance with the terms of … Read This Post
Manage Your Power at the Bargaining Table
Avoid the common traps that come with having high power or low power.
In early August, employees of the Massachusetts Institute of Technology (MIT), New York University (NYU), … Read Manage Your Power at the Bargaining Table
How to Write a Contract: Three Deal-Drafting Pitfalls
The transfer of an agreement from negotiators to lawyers or other professional deal drafters can introduce three main types of mistakes. Read on to discover how you … Read This Post
What is the Winner’s Curse?
Imagine that while exploring an outdoor bazaar in a foreign country, you see a beautiful rug that would look perfect in your home. While you’ve purchased a … Read What is the Winner’s Curse?
International Negotiations and Beyond Majority Rule
Ever since U.S. general Henry M. Robert published Robert’s Rules of Order in 1876, groups have relied on the principle of majority rule, measured with a simple … Read This Post