Negotiating with Liars: Bluffing versus Puffing
How many times have you sat at the bargaining table, and wondered, “am I negotiating with liars?” And to your own self be true—how many times have … Read Negotiating with Liars: Bluffing versus Puffing
Mandated Mediation: What to Expect
Business contracts, as well as the courts, often compel parties to a dispute to engage in mandated mediation. What is mandated mediation, and what can you expect … Read Mandated Mediation: What to Expect
Are You Ready to Negotiate?
“Winging it” is a fine approach to life’s minor decisions, but when you negotiate, it can be disastrous. Follow these three preparation steps and improve your agreements. … Read Are You Ready to Negotiate?
How to Negotiate a Pay Raise or Starting Salary Using AI
Wondering how to negotiate a pay raise or your starting salary using AI? It’s important to both fine-tune and broaden your research—and prepare for AI across the … Read This Post
How to Find the ZOPA in Business Negotiations
In business negotiation, two polar-opposite errors are common: reaching agreement when it wouldn’t be wise to do so, and walking away from a mutually beneficial outcome. How … Read How to Find the ZOPA in Business Negotiations
Emotional Intelligence in Negotiation
The ability to read and decipher our negotiating counterparts’ emotions can have big payoffs in negotiation, an emerging body of research is finding. Here’s a closer look … Read Emotional Intelligence in Negotiation
M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
In the high-stakes world of mergers and acquisitions (M&As), negotiation missteps can amplify into disasters, and lucky breaks into triumphs. As a result, there is much that … Read This Post
Managing Cultural Differences in Negotiation
It’s important to educate yourself about your counterpart’s culture so that you don’t risk offending her or seeming unprepared. At the same time, it would be a … Read Managing Cultural Differences in Negotiation
Why is Negotiation Important: Mediation in Transactional Negotiations
We generally think of mediation as a dispute-resolution device. Federal mediators intervene when collective bargaining breaks down. Diplomats are sometimes called in to mediate conflicts between nations. … Read This Post
BATNA Strategy: When to Reveal Your BATNA
A strong BATNA strategy includes determining when to reveal your BATNA, or best alternative to a negotiated agreement. Our six guidelines can help. … Read BATNA Strategy: When to Reveal Your BATNA
How to Ask for a Salary Increase
Asking for a raise can be a nerve-wracking proposition. But if you think you’re underpaid and due for a salary increase, a successful request can make a … Read How to Ask for a Salary Increase
What is Crisis Management in Negotiation?
Organizations often establish elaborate business crisis management plans. Through a rapid, centralized response, an organization can shift swiftly and efficiently from day-to-day operations into crisis-management mode, whether … Read What is Crisis Management in Negotiation?