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
Dealmaking Strategies: Haggling – When to Make the First Offer
After you discuss the pros and cons of your desired item, the salesperson might offer to give you a discount without any prompting. If not, open the … Read This Post
Dispute Resolution and Conflict Management: Conflicts Can Be Contagious
When you negotiate a dispute with a colleague in front of other teammates, there’s a chance these onlookers may become participants in the conflict, our research shows.
Suppose … Read This Post
Master the Art and Science of Haggling for More Productive Business Negotiations
Just like the prices of houses, cars, and other big-ticket items, the prices of furniture, electronics, wine, jewelry, another “medium-ticket” goods are now frequently up for discussion. … Read This Post
Negotiation Skills: How “Close Calls” Can Hurt You
In the early 1990s, NASA managers and engineers were warned by an expert in risk
analysis that the heat-resistant tiles that protected space shuttles during reentry into Earth’s
atmosphere … Read This Post
At the Met, Conflict Management in a Minor Key
This spring, the Metropolitan Opera opened labor talks with the 16 unions representing its workers, whose contracts all expire at the end of July, the New York … Read At the Met, Conflict Management in a Minor Key
Book Notes: Make the most of feedback in your negotiations
It’s time to negotiate a promotion, but whether you meet that goal will depend on how your latest performance evaluation unfolds. You’re trying to improve your relationship, … Read This Post
Is your negotiating style holding you back?
The story, related by an anonymous job candidate on a blog called the Philosophy Smoker, went viral. According to the job candidate, referred to only as “W,” … Read Is your negotiating style holding you back?
Crisis Negotiations: Program on Negotiation Chair Robert Mnookin Joins Guest Panel on CNN Tonight to Discuss the Release of Bowe Bergdahl
CNN Tonight host Dan Lemon recently featured Program on Negotiation Chair Robert Mnookin along with fellow Harvard Law School professor Alan Dershowitz, storied commentator Anne Coulter, and … Read This Post
Conflict Management: Becoming a Team Player
Show me the money!” That refrain from the 1996 movie Jerry Maguire, shouted by a football player to his agent, continues to echo through U.S. professional sports … Read Conflict Management: Becoming a Team Player