business negotiations

Panda Diplomacy and Business Negotiations: Applying Soft Power

| | Business Negotiations

In 2011, Emiko Okuyama, the mayor of Sendai, Japan, launched a business negotiation that, at the time, seemed relatively straightforward. Sendai had been devastated by the earthquake … Read This Post

anchoring effect

The Anchoring Effect and How it Can Impact Your Negotiation

| | Negotiation Skills

Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging … Read This Post

Collaborative negotiation examples

Collaborative Negotiation Examples: Tenants and Landlords

| | Negotiation Training

In the best of times, negotiators brim with resources, energy, and optimism, which inspire collaboration and creativity. In the worst of times, negotiators are so stressed and … Read This Post

BATNA Examples in Negotiation

Learning from BATNA Examples in Negotiation

| | BATNA

How should you decide whether to accept or reject your counterpart’s final offer in negotiation? In their influential book, Getting to Yes: Negotiating Agreement Without Giving In, … Read Learning from BATNA Examples in Negotiation

intercultural barriers

Solutions for Avoiding Intercultural Barriers at the Negotiation Table

| | Business Negotiations

Even with a common language and the best of intentions, business negotiators from different cultures face special challenges. Try these solutions for avoiding intercultural barriers when preparing … Read This Post

Is Cross-Cultural Conflict Resolution Education Collaborative Enough?

| | Conflict Resolution

Cross-cultural conflict resolution education has swung from top-down to bottom-up models in recent years. A new Negotiation Journal article calls for a more balanced approach. … Read This Post

Negotiation Techniques

Police Negotiation Techniques from the NYPD Crisis Negotiations Team

| | Crisis Negotiations

Few negotiators can imagine negotiation scenarios more stressful than the kinds of crisis negotiations the New York City Police Department’s Hostage Negotiation Team undertake. But police negotiation … Read This Post

distributive negotiation

Teach by Example with These Negotiation Case Studies

| | Teaching Negotiation

Negotiation case studies use the power of example to teach negotiation strategies. Looking to past negotiations where students can analyze what approaches the parties took and how … Read This Post

how to deal with difficult customers

How to Deal with Difficult Customers

| | Dealing with Difficult People

To hear some salespeople and service representatives tell it, difficult behavior from customers is at an all-time high. Stories of demanding customers proliferate in the press and … Read How to Deal with Difficult Customers

negotiations

Streaming Toward Win-Win Negotiation: Spotify Upgrades Its Negotiating Strategy

| | Win-Win Negotiations

Win-win negotiation proved elusive for Spotify in 2006 negotiations with Taylor Swift. Seeming to have learned from that episode, the streaming service recently negotiated changes to its … Read This Post

alternative dispute resolution

What is Alternative Dispute Resolution?

| | Dispute Resolution

So, you’re stuck in a serious dispute, but you’re desperate to avoid the hassle and expense of a court case. You’ve heard about alternative dispute resolution but … Read What is Alternative Dispute Resolution?

umbrella agreement

What Is an Umbrella Agreement?

| | Dispute Resolution

Business negotiators tend to want the best of both worlds. When reaching an agreement, they want to pin down parties’ respective rights and responsibilities, but they also … Read What Is an Umbrella Agreement?