Using Negotiation Theory to Understand Personal Identity
Can you negotiate your identity? If so, how? Harvard Law School Professor Robert Mnookin explains how we can apply negotiation theory to better understand religious identity in … Read This Post
BATNA Examples—and What You Can Learn from Them
What are BATNA examples in negotiation? In their bestseller Getting to Yes: Negotiating Agreement Without Giving In, Roger Fisher, William Ury, and Bruce Patton (Penguin, 1991) described … Read BATNA Examples—and What You Can Learn from Them
Negotiation Preparation Strategies
When an important negotiation is looming, “winging it” is never the answer. The best negotiators engage in thorough negotiation preparation. That means taking plenty of time to … Read Negotiation Preparation Strategies
Ripeness Theory in Dispute Resolution: Seizing the Day
The longer a dispute drags on, the less likely a collaborative solution often appears to be. But that view may be pessimistic: At a certain point, the … Read This Post
Negotiation Examples: How Crisis Negotiators Use Text Messaging
In their negotiation training, police and professional hostage negotiators are taught skills that will help them defuse tense situations over the course of long phone calls, such … Read This Post
Types of Conflict in Business Negotiation—and How to Avoid Them
Conflict in business negotiation is common, but it doesn’t have to be that way. There are steps we can take to avoid types of conflict and misunderstandings. … Read This Post
M&A Negotiation Strategy: How Iger and Lucas Launched Star Wars into a New Era
M&A negotiation strategy is often driven by a desire to win at any cost. By contrast, Disney’s 2012 acquisition of Lucasfilm was methodical, cautious, and focused on … Read This Post
What is Distributive Negotiation and Five Proven Strategies
Most negotiations call for very different, even opposing, skills: collaboration and competition. To get a great deal, we typically must work with others to find new sources … Read This Post
What Is Multiparty Negotiation? Definition, Challenges, and Strategies
What is multiparty negotiation? Learn how coalitions, process management, and shifting BATNAs shape complex multi-stakeholder negotiations. … Read This Post
Collaborative Negotiation Examples: Tenants and Landlords
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
Successes & Messes: A Notoriously Bad Business Contract
In business contract negotiations, we’re sometimes tempted to break the mold and do things in a new and entirely different way. But if our strategies aren’t supported … Read This Post
The Two Koreas Practice Conflict Management
Learn conflict management lessons from the 2015 Korea crisis, including face-saving tactics, escalation risks, and diplomatic compromise. … Read The Two Koreas Practice Conflict Management