How to Handle Conflict in Teams: Lessons from Scientific Collaborations
How to handle conflict in teams? Most advice centers on eliminating conflict. But an expert on helping scientific collaborators work together fruitfully recommends finding ways to live … Read This Post
Six Guidelines for “Getting to Yes”
In their revolutionary book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 3rd edition, 2011), Roger Fisher, William Ury, and Bruce Patton introduced the world to … Read Six Guidelines for “Getting to Yes”
What Is Distributive Negotiation?
What is distributive negotiation? Distributive negotiation involves haggling over a fixed amount of value—that is, slicing up the pie. In a distributive negotiation, there is likely only … Read What Is Distributive Negotiation?
Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
Knowing the norms of ethics and negotiation can be useful whether you’re negotiating for yourself or on behalf of someone else. Each ethical case you come up … Read This Post
Positional Bargaining Pitfalls
Positional bargaining may sound like business as usual, but it shouldn’t be. In fact, positional bargaining is typically an ineffective way of reaching an agreement for numerous … Read Positional Bargaining Pitfalls
Perspective Taking and Empathy in Business Negotiations
We are often counseled to engage in perspective taking and empathetic understanding to achieve better results in business negotiations, both for ourselves and for our counterparts. Yet … Read This Post
Bargaining Power in Negotiations: Leveling the Playing Field
Powerful negotiators can be formidable opponents. That’s in part because their bargaining power in negotiations—such as a high position in a hierarchy, wealth, or a great BATNA … Read This Post
Negotiating with Colleagues: Training for Collaborative Human Resources Negotiations
Human resources representatives are often involved in a wide array of internal company negotiations, including one-on-one disputes between colleagues as well as inter-department budgeting and overall staffing … Read This Post
Confronting Implicit Biases That Hinder Diversity and Inclusion
Implicit biases systematically hold back African Americans from leadership positions, research shows. A leadership and negotiation expert offers advice on how to improve diversity and inclusion. … Read This Post
The Importance of Relationship Building in China
Although most Americans treat those they know differently than they treat strangers, Chinese relationship building towards insiders and outsiders tends to be more extreme than in the … Read The Importance of Relationship Building in China
Amazon–Whole Foods Negotiation: Did the Exclusive Courtship Move Too Fast?
In the Amazon–Whole Foods negotiation, an insistence on exclusivity led the two parties to quickly get down to business. But speed may have led them to overlook … Read This Post
Identify Your Negotiation Style: Advanced Negotiation Strategies and Concepts
Have you ever wondered if your negotiation style is too tough or too accommodating? Too cooperative or too selfish? You might strive for an ideal balance, but, … Read This Post