How to Avoid the Negative Impact of Goal Setting: Setting Realistic Objectives in Negotiations
Imagine that you’re a freelance marketing consultant who is negotiating the conditions of a long-term assignment with a new client. As you think about what you will … Read This Post
The Right Way to Say I’m Sorry
On April 6, former Massey Energy CEO Donald Blankenship was sentenced to a year in prison and a $250,000 fine, the maximum punishment allowed, after receiving a … Read The Right Way to Say I’m Sorry
Conflict Management Training and Negotiation Research: How Nervous Energy Affects Negotiation Scenarios and Attempts at Conflict Resolution
Negotiation is often characterized as a physiologically arousing event marked by pounding hearts, queasy stomachs, and flushed faces. We might assume that heightened physiological arousal would mar … Read This Post
Negotiation Research Demonstrates the Impact of Memory on Decision Making Processes in Bargaining Scenarios
Recent negotiation research published by Psychological Science from Program on Negotiation faculty member and assistant professor at Harvard University’s Department of Psychology Joshua Greene and his colleague … Read This Post
What is a “Brokered Ultimatum”?
Researchers Aleksander Ellis, Stephen Humphrey, and Donald Conlon of Michigan State University and Catherine Tinsley of Georgetown University have studied this new transactional form, which they call … Read What is a “Brokered Ultimatum”?
Contingency Agreement: The Risks and Pitfalls of Issuing Drafts
A draft agreement may allow you to control the early stages of talks, but be aware that it also can obstruct agreement in the long run. Putting … Read This Post
Make the Most of Mediation in Negotiations and Dispute Resolution
What at first seemed like a minor misunderstanding has spiraled out of control. A Chicago-based printing company hired your Chicago-based IT consulting firm to train its staff … Read This Post
Is Mediation Expertise What You Need?
When a negotiation escalates into a dispute, most managers understand the value of seeking out a mediator for professional assistance with the matter. The question of whom … Read Is Mediation Expertise What You Need?
Conflict and Conflict Resolution at Work
In the workplace, negotiations with coworkers over issues such as project assignments, departmental funding, and vacation requests can sometimes flare into conflicts. When they do, the experience … Read Conflict and Conflict Resolution at Work
How to Avoid Intercultural Barriers: A Better Negotiation Map
How often have you heard that, when entering a negotiation, you should get your allies onboard first? Conventional wisdom, but not always the best advice. When the … Read This Post
Case Study: Teaching with a Powerful Negotiated Agreement
What do a Nobel Peace Prize recipient, the CEO of an international financial advisory firm, and the former United States ambassador to the United Nations have in … Read This Post
Dear Negotiation Coach: Encouraging Honesty
Question
I work in an industry where false promises from suppliers are fairly common and often difficult to detect. Because we have few suppliers to choose from, there … Read Dear Negotiation Coach: Encouraging Honesty