The Mediation Process and Dispute Resolution
As compared with other forms of dispute resolution, mediation can have an informal, improvisational feel. Mediation can include some or all of the following six steps. … Read The Mediation Process and Dispute Resolution
10 Negotiation Failures
Here’s a list of 10 negotiation failures drawn from recent negotiations in the news—including deals that were over before they started and those that proved disastrous after … Read 10 Negotiation Failures
Mediation Training: What Can You Expect?
Organizations have long recognized the value of hiring professional mediators to help resolve disputes. More and more, managers have begun to also see value in securing mediation … Read Mediation Training: What Can You Expect?
From Agent to Advisor: How AI Is Transforming Negotiation
At the Program on Negotiation’s 2025 AI Negotiation Summit, negotiation and computer science experts from around the world described how AI tools can empower us to negotiate … 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
Stonewalling in Negotiations: Risks and Pitfalls
Contract negotiations between Jason Pierre-Paul and the New York Giants demonstrate the hazards of intentionally stonewalling your counterpart in negotiations. A successful defensive end with the Giants … Read Stonewalling in Negotiations: Risks and Pitfalls
In Aggressive Negotiations, Hypothetical Questions Can Unlock Value
Contentious or aggressive negotiations are notoriously hard to manage. But research suggests that presenting a hypothetical solution in the form of a question can open up opportunities … Read This Post
What Is an Umbrella Agreement?
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?
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
Negotiating Salary: Confronting the Gender Pay Gap
In December 2014, leaks of data hacked from Sony Pictures revealed that when negotiating salary for their roles in the film American Hustle, actresses Jennifer Lawrence and Amy … Read This Post
Dealing with challenging negotiators
Three research studies offer advice on how to cope with counterparts who display varying degrees of difficult behavior. … Read Dealing with challenging negotiators
5 Dealmaking Tips for Closing the Deal
What should you do when you’ve done everything right, but you still aren’t closing the deal? Here are some dealmaking tips. … Read 5 Dealmaking Tips for Closing the Deal