Set your sales force up for success
Adapted from “Managing for Better Results,” by Max H. Bazerman, first published in the Negotiation newsletter, October 2008.
If you’ve ever been disappointed by the negotiation results of … Read Set your sales force up for success
The creative negotiator
Adapted from “Learning to Be Creative,” first published in the Negotiation newsletter, April 2010.
In negotiation, creativity – the ability to generate new ideas – enables parties to … Read The creative negotiator
Negotiation tactics in the spotlight as debt ceiling debate continues
The lack of progress on the debt ceiling negotiations has raised serious concerns that an agreement will not be reached before the August 2nd deadline. How have … Read This Post
Video: Dr. William Ury Travels Abraham’s Path
Dr. William Ury, Co-Founder of the Global Negotiation Initiative at the Program on Negotiation, has been a key leader in developing Abraham’s Path, a long distance walking … Read Video: Dr. William Ury Travels Abraham’s Path
Joining the barter economy
In an economic downturn, negotiation opportunities sometimes dry up because parties think they have nothing left to give. During times like these, bartering flourishes. Whether it’s toxic … Read Joining the barter economy
After the deal breaks down
Adapted from “Redoing the Deal,” by Jeswald W. Salacuse (professor, Fletcher School of Law and Diplomacy, Tufts University), first published in the Negotiation newsletter, August 2005.
If you’re … Read After the deal breaks down
When we expect selfish behavior
Adapted from “The Darker Side of Perspective Taking,” first published in the Negotiation newsletter, April 2007.
Many negotiation experts recommend that you try to take the other party’s … Read When we expect selfish behavior
Holding negotiators accountable
Adapted from “Disappointed by Results? Improve Accountability,” first published in the Negotiation newsletter, January 2009.
How can you make the negotiators who report to you more accountable for … Read Holding negotiators accountable
Negotiators: Keep yourself honest
Adapted from “When You’re Tempted to Deceive,” by Ann E. Tenbrunsel (professor, the University of Notre Dame) and Kristina A. Diekmann (professor, University of Utah), first published … Read Negotiators: Keep yourself honest
Expect Brinkmanship in the Debt Ceiling Negotiations?
Negotiations over raising the debt ceiling limit for the United States remain contentious, leading some to speculate that a deal will not be reached until the 11th … Read This Post
When advice to negotiators is wasted
Adapted from “Is Giving Advice a Waste of Time?” first published in the Negotiation newsletter, July 2007.
It’s the end of the week, and you’re trying to crank … Read When advice to negotiators is wasted
Don’t rush into a flawed contract
Adapted from “A Contingent Contract? Weigh the Costs and Benefits of Making a ‘Bet’,” by Guhan Subramanian (professor, Harvard Law School and Harvard Business School), first published … Read Don’t rush into a flawed contract