At the Office, Conflict Management is Key
In the workplace, misunderstandings, power struggles, and stress can cause conflict to fester and take a toll on productivity. The best organizations put in place conflict management … Read At the Office, Conflict Management is Key
Cooperation in Congress? Liberals and Libertarians Polish Their Negotiation Skills
On June 19, Republican Representative Thomas Massie of Kentucky, a libertarian, teamed up with two liberal Democrats, Zoe Lofgren of California and Rush D. Holt of New … Read This Post
Why We Focus on Culture in Negotiations
Adapted from “Coping with Culture at the Bargaining Table,” first published in the May 2009 issue of Negotiation.
Why we focus on culture
Why does concentrating on the other side’s … Read Why We Focus on Culture in Negotiations
Intercultural Negotiations: When Negotiators Try Too Hard
Adapted from “Coping with Culture at the Bargaining Table,” first published in the May 2009 issue of Negotiation.
Though intercultural negotiating schemas can be useful, negotiators often give too … Read This Post
In International Negotiations, Memories of “Mr. Yes”
On July 7, Eduard Shevardnadze, foreign minister to Mikhail Gorbachev and a driving force behind the perestroika era in Russia, died in his native Georgia at the … Read This Post
Dealmaking and Business Negotiations: 6 Tips for Novice Hagglers
Whether you’re purchasing a new home or car, or negotiating a discount on an inventory purchase for your firm, the art of haggling enables negotiators to make … Read This Post
Dealmaking: Haggling and Exploring Interests in Negotiation
One common misconception of haggling is that it must focus only on a single issue: price.
Although price might be the most important issue at stake, you could … Read This Post
Hong Kong Lawyer Benny Tai Inspired by Harvard Negotiation Project Authors
The Harvard Negotiation Project was recently mentioned in the Wall Street Journal by David Feith in his interview with Benny Tai, “China’s New Freedom Fighters.”
Benny Tai, a … Read This Post
In Conflict Resolution, Fairness Concerns Loom Large
On June 30, compensation expert Kenneth R. Feinberg unveiled a plan to give restitution to victims of accidents related to the fatal ignition flaw in 2.6 million … Read This Post
Negotiation research you can use: Message received: Smartphones and negotiation don’t mix
You’ve probably grown accustomed to seeing people not-so-discreetly checking messages on their smartphones or laptops during meetings. Maybe you’ve even been guilty of this yourself.
Paying more attention … Read This Post
In Career Dealmaking, Strike the Right Balance
Two stories emerged in the news this month that illustrate polar opposite attitudes toward negotiating salary and benefits in the workplace.
First, a New York Times profile … Read In Career Dealmaking, Strike the Right Balance
Reciprocation and Creating Value or Claiming Value Through Haggling
At this point, you have entered the realm of haggling: the dance of concessions that follows each party’s first offer. (In our TV negotiation, the $1,100 list … Read This Post