Have you chosen the right counterpart?
Adapted from “Reach Your Target with Backward Mapping,” first published in the Negotiation newsletter, March 2010.
Here’s the problem: Your negotiation seems to be over before it has … Read Have you chosen the right counterpart?
Why it pays to build relationships
Adapted from “When Lose-Lose Wins,” first published in the Negotiation newsletter, August 2004.
Does negotiation research promote the creation of joint gain at the expense of relationship building? … Read Why it pays to build relationships
When you have all the power
Adapted from “The Danger of ‘Take It or Leave It,’” by Ian Larkin (professor, Harvard Business School), first published in the Negotiation newsletter, January 2010.
Imagine that one … Read When you have all the power
New York courts offer judge directed negotiations for medical malpractice lawsuits
Settlement negotiations for medical malpractice lawsuits often occur late in the litigation process, when adversarial positions have become well-entrenched, and parties have little or no inclination to … Read This Post
When we judge others too harshly
Adapted from “Overconfident, Underprepared: Why You May Not Be Ready to Negotiate,” by Kristina A. Diekmann (professor, University of Utah) and Adam D. Galinsky (professor, Northwestern University), … Read When we judge others too harshly
Is it really worth that much?
Adapted from “Trying to Make a Sale? Avoid These Common Pitfalls,” first published in the Negotiation newsletter, April 2010.
Why is it that even in sluggish markets, some … Read Is it really worth that much?
Sizing up the competition
Adapted from “The Ins and Outs of Making Sealed Bids,” by Guhan Subramanian (professor, Harvard Business School and Harvard Law School), first published in the Negotiation newsletter, … Read Sizing up the competition
Negotiating the Gender Gap
Is there a social cost for women who negotiate assertively for themselves in the workplace? Research suggests that women who negotiated higher compensation are viewed by evaluators … Read Negotiating the Gender Gap
Should you deal with the devil?
Adapted from “Should You Do Business with the Enemy?” first published in the Negotiation newsletter, March 2010.
At one time or another, most of us have faced … Read Should you deal with the devil?
When emotions linger
Adapted from “The Lasting Influence of Emotions,” first published in the Negotiation newsletter, April 2010.
Psychologists have long known that an emotion triggered in one realm—anger over an … Read When emotions linger
Expressing emotions strategically
Adapted from “Damage Control for Disappointing Results,” first published in the Negotiation newsletter, March 2011.
Following what he described as the “shellacking” he and congressional Democrats received during … Read Expressing emotions strategically
Involving mediators in settlement talks
Adapted from “The Mediator as Team Adviser,” by Stephen B. Goldberg (professor, Northwestern University), first published in the Negotiation newsletter, May 2006.
When faced with a trial, a … Read Involving mediators in settlement talks