In the Negotiation Planning Process, to Capture the Force, be Patient
Sometimes the negotiation planning process will take longer than expected to get the best results. The negotiation planning process behind Disney’s acquisition of Lucasfilm suggest the value … Read This Post
Conflict Resolution in the Ebook Era
New technologies bring new business models—and often, lawsuits follow. Various disputes involving ebooks in recent years highlight the need to approach negotiations carefully so that you can … Read Conflict Resolution in the Ebook Era
Best Negotiators in History: Nelson Mandela and His Negotiation Style
The late Nelson Mandela will certainly be remembered as one of the best negotiators in history. He was clearly “the greatest negotiator of the twentieth century,” wrote … Read This Post
Value Claiming in Negotiation
In most negotiations, we face two goals: claiming value and creating value. Value can be defined as anything you would like to get out a negotiation, whether … Read Value Claiming in Negotiation
Alternative Dispute Resolution Examples: Restorative Justice
Alternative dispute resolution examples often highlight relatively cheap, quick, and efficient alternatives to litigation, such as mediation. Within the criminal justice system, cases increasingly are being resolved … Read This Post
Does Using Technology in Negotiation Change Our Behavior?
Technology has infiltrated almost every element of our negotiations, as it has almost every aspect of our lives. Negotiation scholars have studied how negotiating via technological media … Read This Post
Servant Leadership and Warren Buffett’s Giving Pledge
Billionaire Warren Buffett is not particularly interested in making more money for himself. At 85 years old, he has amassed a staggering fortune, worth over $65 billion. … Read This Post
Teach by Example with These Negotiation Case Studies
Negotiation case studies use the power of example to teach negotiation strategies. Looking to past negotiations where students can analyze what approaches the parties took and how … Read This Post
The Anchoring Effect and How it Can Impact Your Negotiation
Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging … Read This Post
Unlocking Cross-Cultural Differences in Negotiation
Cross-cultural differences in negotiation can be particularly challenging. When people from different cultures negotiate, they often feel uncertain about how to act and confused by one another’s … Read This Post
Conflict Management: Intervening in Workplace Conflict
Question: I’m aware of lots of unresolved personnel issues that seem to be festering in my department, such as complaints about someone who is not doing his … Read This Post
Managing the “Negotiator’s Dilemma” with Multiple Equivalent Simultaneous Offers
There are two common perspectives on negotiation that can seem at odds, leaving negotiators to decide between these options. But one way around this negotiator’s dilemma is … Read This Post