Dispute Resolution in Job Negotiations: Repairing a Work Relationship
On October 15, 2012, Citigroup CEO Vikram Pandit walked into the office of the bank’s chairman, Michael E. O’Neill, expecting a routine meeting and perhaps some words … Read This Post
Negotiation Research You Can Use: When Cultural Expectations Lead Us Astray
In September 2014, a Chinese court found the British pharmaceutical firm GlaxoSmithKline (GSK) guilty of bribing government officials, hospital officials, and doctors to sell more drugs at … Read This Post
In Business Negotiations, Set the Stage for Success
In negotiation, it’s said, preparation is key. Without careful research and logistical planning, we may be left trying to skate by on wits and charm alone—and in … Read This Post
Dealmaking and the Trade Deal: Obama’s Uphill Battle with Congress
Sometimes in dealmaking, reaching agreement would require us to make compromises that we know will displease those who need to authorize the deal, such as our superiors … Read This Post
In Business Negotiations for Super Bowl I Tape, NFL Stops the Clock
The Green Bay Packers beat the Kansas City Chiefs 35 to 10 in Super Bowl I. But that’s not the end of the story. In business negotiations, … Read This Post
In Negotiations with Ben Affleck, No Appealing BATNA
In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. Having a strong outside alternative enables you to walk … Read This Post
How to Prepare for Changing Conditions at the Negotiation Table: Bargaining Strategies for Integrative Negotiations and Dispute Resolution
These article offers some negotiation tips for negotiators attempting to reconcile two disparate estimations of future events during the course of a negotiated agreement. … Read This Post
Overcoming Cultural Barriers in Negotiations: The Importance of Culture and Etiquette in Bargaining Scenarios
Learn how and when to engage in appropriate cultural traditions when negotiating with counterparts from a different culture. In this article we offer negotiation tips for overcoming … Read This Post
Top 10 Celebrity Negotiations of 2015
Here are the top 10 celebrity negotiations from the year 2015. From integrative bargaining strategies to building bridges with counterparts in contentious talks, these negotiation scenarios demonstrate … Read Top 10 Celebrity Negotiations of 2015
With Second Book Deal, Amy Schumer Gets the Last Laugh
Dissatisfied with her initial book contract, comedian Amy Schumer used her negotiation skills to bargain for an even better contract. Find out how she did it in … Read This Post
In The Simpsons Dealmaking, Harry Shearer Goes Public
How did actor Henry Shearer and the producers of the hit television show The Simpsons arrive at a win-win negotiated agreement? In this article drawn from examples … Read This Post
Don’t Let the Outside Voices Ruin the Dialogue Inside: Limiting the Impact of Outsiders on Your Negotiation
How US Secretary of State John Kerry overcame the objections of influential outsiders and headed off their attempts to influence proceedings at the negotiation table. … Read This Post