Toby knew that Dara was the perfect New York literary agent for him as soon as he heard her friendly, professional voice on the phone. Never mind that 17 other agents had already rejected his book proposal. Dara’s enthusiasm and recent sales convinced him to sign the three-year exclusive contract she mailed to him in … Read Negotiating with Your Agent
How to Bargain for a Mutually Beneficial Agreement
We tend to view job negotiations as battles over a fixed pie of resources: A higher salary for the employee means lower profits for the employer. More vacation time equals lowered productivity, and so on. … Read More
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 charge, you set a goal that you consider to be challenging but not impossible. The project manager balks when you first quote your rate, but you end up … Read More
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 misdemeanor conviction for conspiring to flout mine safety rules. In 2010, 29 Massey miners were killed in the Upper Big Branch coal dust explosion in West Virginia, while … 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 our negotiation performance, but this is only true for some, researchers Ashley D. Brown and Jared R. Curhan of the Massachusetts Institute of Technology found in a new … Read More
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 Elinor Amit explores the impact vivid mental imagery has on decision-making processes for negotiators. The negotiation skills insights that can be obtained from such negotiation research are many … Read More
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 brokered ultimatum games, or BUGs. They define a BUG as any transaction involving an intermediary in which one side offers an ultimatum price that the other side either … 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 a draft on the table may lock parties into bargaining positions prematurely, interfering with a search for common interests and creative options. … Read More
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 to use its new computer system. … Read More
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 to hire, however, is less clear-cut. What type of expetise should your mediator have, and where should you look for her? In this article, we will walk you … 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 can be stressful, and the organizational outcomes sometimes suffers as a result. … 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 United States sought to build a global anti-Iraq coalition following Iraq’s 1990 invasion of Kuwait, for instance, Israel appeared to be its strongest regional ally. … Read More