Recent Posts

Skills Needed for Negotiation: BATNA Analysis

By on / Negotiation Skills

skills needed for negotiation

Ask almost any real estate agent, and you’ll hear that homeowners often turn down decent offers in the hope of getting a better one that never materializes. Such miscalculations reflect the difficulty of assessing an uncertain BATNA, or best alternative to a negotiated agreement.

According to negotiation experts, the ability to accurately compare the deal on … Read More 

Asking for More in Salary Negotiation: Jennifer Lawrence and Jennifer Aniston Speak Out

By on / Salary Negotiations

salary negotiation

“We’re very much a sexist society,” actress Jennifer Aniston said in back in 2015 in an interview with the New York Times, addressing not just the constant questions she faces about marriage and children, but about recent revelations of pay discrimination and salary negotiation in Hollywood.

“Women are still not paid as much as men,” Aniston … Read More 

Power Asymmetry and the Principal Agent Problem

By on / Teaching Negotiation

Power Asymmetry and Principal Agent Video

Downloadable Video Simulation from the Teaching Negotiation Resource Center
This video simulation on power asymmetry and principal agent dynamics by Professor Lawrence Susskind and Robert Wilkinson was designed to give students insights into the challenges surrounding difficult conversations, both with people across the table, as well as with people on their own side.

The Power Asymmetry and … Read More 

Setting Standards in Negotiations

By on / Salary Negotiations

negotiations

As the starting point from which all commercial transactions occur, from purchasing equipment to setting salaries, negotiatiosn in business is an essential skill no matter what field a negotiator finds herself. Using an objective standard can strengthen your proposal and eliminate emotional bias. … Read More 

How to Renegotiate a Bad Deal

By on / Dealing with Difficult People

Renegotiate

Think you have some stories from trying to renegotiate? Try this one on for size. Many viewed the deal to be a terrible one from the start.  Back in December 2008, Richard M. Daley, then Chicago’s mayor, announced that his administration had agreed to lease the city’s parking meters for 75 years to a private company … Read More 

In Conflict Resolution, President Carter Turned Flaws Into Virtues

By on / Conflict Resolution

conflict resolution

When it comes to conflict resolution, surprisingly useful nuggets of advice come from the realm of international conflict. Take the Camp David Accords of 1978, as described minute-by-minute by Lawrence Wright in his new book, Thirteen Days in September. U.S. President Jimmy Carter made history by negotiating a peaceful end to the conflict between Israel … Read More