Prospering in a Multiparty Trade Zone
With thorough preparation, the help of a trained mediator, and useful reports from subgroups, participants in a multiparty negotiation should be able to find their way to … Read Prospering in a Multiparty Trade Zone
Conflict Management: Obama Compromises on Birth Control Rule
On February 1, the Obama administration proposed a compromise to a federal policy requiring health insurance plans to provide free contraceptives to women.
The proposal would expand the … Read This Post
Negotiate, Don’t Litigate
When you’re thinking about resolving a dispute in court, it’s crucial to remember that the decision that will be imposed on you is binding.
If blinders lead … Read Negotiate, Don’t Litigate
Managing Status in Negotiation
Concerns about status will arise in any negotiation. How can you deal with them, both in yourself and in others? The following six guidelines can help in … Read Managing Status in Negotiation
Moving to a Different Table
When a negotiation reaches an impasse (or, preferably, sooner), it’s important to consider that you may be at the wrong table.
What other individuals or groups might be … Read Moving to a Different Table
To Improve Your Negotiation Skills, Learn from a Pro
On February 16, in the midst of the National Basketball Association’s (NBA) All-Star weekend, members of the National Basketball Players Association (NBPA) unanimously voted to oust Billy … Read This Post
Once a Quarter is Not Enough
An American company and a Japanese company formed a joint-venture to manufacture gauges and measurement equipment for sale in Asia. … Read Once a Quarter is Not Enough
A Better Approach to Decision Making
When you’re making important decisions during a negotiation and have the luxury of time, what’s the alternative to Blink?
Should you completely ignore your rapid cognitions?
The Universal Negotiauction
The sale of Vivendi Universal Entertainment in the summer of 2003 was one recent high-profile negotiauction. … Read The Universal Negotiauction
An International Negotiation for an All-American Brand
On February 14, the news broke that Berkshire Hathaway, the conglomerate run by Warren Buffett, is planning to purchase H.J. Heinz—and its iconic Heinz ketchup—for $23 billion. … Read This Post
Bet you didn’t know… Personnel matters in negotiation.
When outsiders become overachievers
When faced with the task of assigning a subordinate to represent their organization in a negotiation, managers might look for strong negotiating experience, intelligence, … Read This Post
Learning from the deficit-reduction talks
Does anyone down there know how to cut a deal?” Senate Republican Mitch McConnell said to Vice President Joe Biden. It was Sunday, December 30, 2012, the … Read Learning from the deficit-reduction talks