Worldwide, mediation has become a common means of resolving conflict, ranging from divorce to workplace disputes to broken contracts. Yet mediation remains an underused tool for resolving disputes in U.S. professional sports leagues. … Read More

Here, we consider four types of information that may be best kept under wraps: sensitive or privileged information, information that isn’t yours to share, information that diminishes your power, and information that may fluctuate during negotiations. … Read When Not to Show Your Hand in Negotiations

When parties involved in a serious conflict want to avoid a court battle, there are types of mediation can be an effective alternative. In mediation, a trained mediator tries to help the parties find common ground using principles of collaborative, mutual-gains negotiation. We tend to think mediation processes are all alike, but in fact, mediators … Read More

The first offer dilemma in negotiations – should you make the first offer? Few questions related to negotiation techniques and negotiation strategies have yielded more academic attention and debate among practitioners in negotiation research. … Read More

Sometimes the negotiation planning process will take longer than expected to get the best results. The negotiation planning process behind Disney’s acquisition of Lucasfilm suggest the value of long-term planning, trust building, and careful deliberation. … Read More

On the average, women often obtain less favorable or advantageous outcomes at the bargaining table when compared with their male counterparts. … Read Challenges Facing Women Negotiators

What should you do when you’ve done everything right, but you still aren’t closing the deal? Here are some dealmaking tips. … Read 5 Dealmaking Tips for Closing the Deal

Even when negotiators believe they sincerely want to reach an outcome that is fair to all, their perceptions of what constitutes a fair agreement are likely to be self-serving. As a result, they are likely to believe they deserve a greater share of a given resource than an unbiased observer would judge to be fair. … Read More

This video simulation on power asymmetry and principal agent dynamics by Professor Lawrence Susskind and Robert Wilkinson was designed to give students insights into the challenges surrounding difficult conversations, both with people across the table, as well as with people on their own side. … Read Power Asymmetry and the Principal Agent Problem

Tracy Chapman’s surprise performance of her 1988 hit song “Fast Car” alongside country star Luke Combs electrified the 2024 Grammy Awards. Combs’ cover had introduced the award-winning folk classic to a new audience. But Chapman’s decision to perform it at the Grammys was far from a foregone conclusion. The story of how she came to … Read More

The late Nelson Mandela will certainly be remembered as one of the best negotiators in history. He was clearly “the greatest negotiator of the twentieth century,” wrote Harvard Law School professor and former Program on Negotiation Chairman Robert H. Mnookin in his seminal book, Bargaining with the Devil, When to Negotiate, When to Fight. … Read More