What is Anchoring in Negotiation?
What exactly is anchoring in negotiation, and how does it play out at the bargaining table? Consider this anchoring bias example from Harvard Business School and Harvard … Read What is Anchoring in Negotiation?
Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table
Let’s take a look back at the 2008 US presidential election and the win-win coalition forged between Barack Obama and his then-rival, Hillary Clinton. As this example … Read This Post
Conflict Resolution Success Stories: A Surprising Tale from Congress
Conflict resolution success stories in the news can be few and far between. Too often, when a dispute arises, parties escalate the conflict through hardball tactics in … Read This Post
Dear Negotiation Coach: Making a Deal When You Have Anxiety
One of the issues many negotiators have is anxiety about making a deal. Will it be a fair process? Will you get what you want? Or will … Read This Post
Move Beyond Impasse in Negotiation
Facing impasse in negotiation? During the 2018-2019 U.S. government shutdown, Program on Negotiation experts analyzed the impasse and offered solutions that can be applied to a wide … Read Move Beyond Impasse in Negotiation
Negotiation Advice: When to Make the First Offer in Negotiation
When or when not to make the first offer in negotiations is a question many expert negotiators ask themselves when approaching business negotiations, real estate transactions, or … Read This Post
Conflict Resolution Examples in History: Learning from Nuclear Disarmament
What lessons can we learn from conflict resolution examples in history? The world of nuclear nonproliferation can be a valuable place to start, as few negotiations throughout … Read This Post
How to Respond to Questions in Negotiation
What’s the toughest question you’ve ever been asked during a negotiation? Do you know how to respond to questions when they’re out of your comfort zone? If … Read How to Respond to Questions in Negotiation
What is Negotiation?
Many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives: … Read What is Negotiation?
How to Find the ZOPA in Business Negotiations
In business negotiation, two polar-opposite errors are common: reaching agreement when it wouldn’t be wise to do so, and walking away from a mutually beneficial outcome. How … Read How to Find the ZOPA in Business Negotiations
Dear Negotiation Coach: When Silence in Negotiation is Golden
In Western cultures, many people are uncomfortable with silence. We tend to talk on top of one another, with little pause between point and counterpoint. Any silence … 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