Simplify Multiparty Negotiations with Stakeholder Alignment
In multiparty negotiations, encouraging key stakeholders to communicate their interests is the key to success. Brandeis University professor Joel Cutcher-Gershenfeld explains how to do so. … Read This Post
Ethical Leadership: The Hidden Risks of Tolerance Standards
In 2022, auditing firm Ernst & Young (now EY) agreed to pay a $100 million penalty imposed by the U.S. Securities and Exchange Commission after a significant … Read This Post
BATNA Strategy: Should You Reveal Your BATNA?
What’s your BATNA strategy for your next important negotiation? Here are six ways to use your best alternative to a negotiated agreement to your advantage. … Read BATNA Strategy: Should You Reveal Your BATNA?
Appealing to Sympathy When Dealing with Difficult Situations
Imagine that you are about to enter into a negotiation. Unbeknown to your counterpart, the stakes are particularly high because you are dealing with difficult situations behind … Read This Post
Negotiating with Your Boss: Secure Your Mandate and Authority for External Talks
Negotiating with your boss might not be at the top of your to-do list before talks with external counterparts. But for business negotiations to proceed smoothly, it … Read This Post
Leading vs. Managing: What’s the Difference?
Are you a manager or a leader? Many people would say they are a bit of both. Indeed, the overlap between the two roles can be confusing. … Read Leading vs. Managing: What’s the Difference?
Persuasion Tactics in Negotiation: Playing Defense
Persuasion tactics can lead us to make decisions in negotiation that we later regret. Fortunately, there are strategies available that can help us avoid being taken for … Read This Post
Negotiation Skills: How to Become a Negotiation Master
Negotiation jujitsu means breaking the vicious cycle of escalation by refusing to react. Resistance should be channeled into activities such as “exploring interests, inventing options for mutual … Read This Post
Negotiations in the News: Lessons for Business Negotiators
What can business negotiators learn from current negotiations in the news? Quite a bit, according to the dozens of negotiation experts who contributed to the January 2019 … Read This Post
In Aggressive Negotiations, Hypothetical Questions Can Unlock Value
Contentious or aggressive negotiations are notoriously hard to manage. But research suggests that presenting a hypothetical solution in the form of a question can open up opportunities … Read This Post
A Negotiation Preparation Checklist
Without a doubt, the biggest mistake that negotiators make—and one that many make routinely—is failing to thoroughly prepare. When you haven’t done the necessary analysis and research, … Read A Negotiation Preparation Checklist
Employee Mediation Techniques – Resolve Disputes and Manage Conflict with These Mediation Skills
If you manage people, disputes will show up at your door. Here are some mediation techniques from the world of alternative dispute resolution to help you resolve … Read This Post