Contingency Contracts in Business Negotiations
Question: Lately I have been hearing a lot—both in the news and on the job—about companies using contingencies in contracts. Given that I sometimes negotiate deals that … Read Contingency Contracts in Business Negotiations
For More Responsible Negotiation, Look Beyond the Table
Responsible negotiation involves considering how your negotiation results might affect outsiders, explains Brandeis University Professor Alain Lempereur in an interview with the Program on Negotiation. … Read This Post
Collective Bargaining Negotiations and the Risk of Strikes
Collective bargaining negotiations help level the playing field between individual employees and management by enabling employees to organize and find strength in numbers. But when collective bargaining … Read This Post
Famous Negotiators: Angela Merkel and Vladimir Putin
At a January press conference back in 2015, German chancellor Angela Merkel dangled a carrot in front of Russian president Vladimir Putin: the possibility of a summit … Read This Post
Pros and Cons of Email Communication
The pros and cons of email communication are worthy of consideration, given our continued reliance on email in business negotiations. Research on email negotiations highlights likely pitfalls … Read Pros and Cons of Email Communication
Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation
In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative … Read This Post
Negotiation Logistics: Best Practices for Better Deals
Negotiators are often so intent on preparing for the substance of a negotiation—researching the other party, analyzing their alternatives, and so on—that they neglect to devote adequate … Read This Post
What is Conflict Resolution, and How Does It Work?
If you work with others, sooner or later you will almost inevitably face the need for conflict resolution. You may need to mediate a dispute between two … Read This Post
Negotiation Skills: Building Trust in Negotiations
Trust in negotiations may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it … Read This Post
How Does Mediation Work in a Lawsuit?
No one likes to go to court. Not only is it expensive and time-consuming, but it often leads to frustrating results and damaged relationships. So, how does … Read How Does Mediation Work in a Lawsuit?
Art Buchwald, Paramount Pictures, and the Cost of Litigation Instead of Negotiation
When Art Buchwald sued Paramount Pictures over the 1988 Eddie Murphy movie Coming to America, the widely reported outcome was seen as a win for the late, … Read This Post
The Pitfalls of Negotiations Over Email
Negotiation research suggests that email often poses more problems than solutions when it comes to relationships, information exchange, and outcomes in conflict resolution negotiation scenarios. First, establishing … Read The Pitfalls of Negotiations Over Email