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
To Negotiate or Not? That Is the Sometimes Agonizing Question
Tufts Magazine: Negotiating Life
By Jeswald Salacuse (Henry J. Braker Professor of Law, Fletcher School of Law and Diplomacy, Tufts University)
When involved in conflict, it is often difficult … Read This Post
Avoiding “Close Calls” in Negotiation
Adapted from “How ‘Close Calls’ Can Hurt You,” first published in the Negotiation newsletter, October 2009.
In the early 1990s, NASA managers and engineers were warned by an … Read Avoiding “Close Calls” in Negotiation
Negotiating ‘Sacred’ Issues
Adapted from “Break Down ‘Sacred’ Barriers to Agreement,” first published in the Negotiation newsletter, April 2009.
As negotiators, we’re trained to believe that almost every issue is ripe … Read Negotiating ‘Sacred’ Issues
Negotiation training leads to more effective water diplomacy
Negotiation skills are a critical, although often overlooked, aspect of water management, especially in situations where water crosses boundaries. Conflicts arise when water is managed as … Read This Post
When Negotiation Trumps Procurement Auctions
Adapted from “Negotiations versus Auctions: New Advice for Buyers,” first published in the Negotiation newsletter, August 2007.
Economists have long advocated auctions as an effective means of increasing … Read When Negotiation Trumps Procurement Auctions
How Subtle Favoritism Harms Negotiators
Adapted from “The Robin Hood Effect in Negotiation,” first published in the Negotiation newsletter, March 2009.
Business transactions often occur between people of different socioeconomic levels, and our … Read How Subtle Favoritism Harms Negotiators
Adapting to Your Counterpart’s Style
Adapted from “Negotiating with Chameleons,” first published in the Negotiation newsletter, April 2007.
Like the title character in Woody Allen’s movie Zelig, some people smoothly adopt the manner … Read Adapting to Your Counterpart’s Style