Managing Emotions in Negotiation: Teaching Students to Turn Emotions into an Opportunity for Mutual Gain
How do you move from an emotionally charged moment in a negotiation to a mutually beneficial agreement? In negotiations of all types, whether buying a house or … Read This Post
Teaming Up in Job Negotiations: Collective Bargaining and a Most Favored Nations Clause
Employees at all levels can gain leverage by negotiating jointly. Entertainment negotiations in the news highlight the benefits of a most favored nations clause. … Read This Post
Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies
Learn what integrative bargaining is, how it differs from distributive negotiation, and how to create win-win value in business deals. … Read This Post
What Are Circular Deals?
Circular deals in which AI companies repeatedly invest in each other have become increasingly common—and could be cause for concern. … Read What Are Circular Deals?
Deceptive Tactics in Negotiation: How to Ward Them Off
Deceptive tactics in negotiation can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep. The benefits of negotiation in … Read This Post
The Importance of Negotiation in Business and Your Career
What are the essential ingredients to getting ahead in the workplace? Hard work, communication skills, and a generous dose of luck all play a role, of course. … Read This Post
International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
Learn how agenda setting helps less powerful parties bring stronger counterparts to the negotiating table in asymmetric conflicts. … Read This Post
Servant Leadership Theory
When considering various leadership models to emulate, leaders have a wide variety to choose from, including participative leadership, charismatic leadership, directive leadership, authoritarian leadership, and paternalistic leadership. … Read Servant Leadership Theory
How to Ask for a Raise: 3 Research-Backed Strategies That Improve Your Odds
Learn how to ask for a raise with research-backed negotiation strategies, market data, and framing techniques that improve your odds. … Read This Post
3 Types of Power in Negotiation
Social psychologists have described different types of power that exist in society, and negotiators can leverage these types of power in negotiation as well. … Read 3 Types of Power in Negotiation
Communication in Negotiation: How Hard Should You Push?
Communication in negotiation is a critical factor, especially when a counterpart might not be amenable to agreement. … Read This Post
Negotiation Strategies: Emotional Expression at the Bargaining Table
Most of the existing negotiation research on affect in negotiation has focused on emotional experience rather than on emotional expression. … Read This Post
