Recent Posts

Will You Avoid a Negotiation Impasse?

By on / Negotiation Skills

In the summer of 2016, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according to Reuters. It reached that dubious milestone thanks to an epic negotiation impasse between Republican governor Bruce Rauner and the Democratic-controlled state legislature. The story of the negotiation … Read More 

Pick the Right Negotiation Pace

By on / Daily, Negotiation Skills

People operate at different speeds at the bargaining table. This is called their negotiation pace. Suppose that one bargainer is impatient, gritting her teeth and thinking, “Cut to the chase, for Pete’s sake!” Feeling pressured, the other person wants to say, “Easy on the coffee, pal! Let’s give this the time it deserves.”  … Read More 

Sally Soprano All-In-One Curriculum Package is Now Available!

By on / Teaching Negotiation

New to Teaching Negotiation? 
If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Sally Soprano All-In-One Curriculum Package will provide you with everything you need to teach negotiation.

Sally Soprano, one of the Teaching Negotiation Resource Center’s most popular simulations, is a two-party negotiation between the agent … Read More 

Dear Negotiation Coach: Can Negotiation Theory Help Us Understand Our Religious Identity?

By on / Negotiation Skills

Negotiation theory suggests you focus on interests, not positions; separate inventing from committing; invest heavily in “What if?” questions; insist on objective criteria; and try to build nearly self-enforcing agreements.

But what if the negotiation is with yourself, or about your own religious identity?

For example, what does it mean to be Jewish in America? What challenges … Read More 

Fairness in Negotiation

By on / Negotiation Skills

Imagine that you and your business partner agree to sell your company. You end up getting an offer that pleases you both, so now you face the enviable task of splitting up the rewards. How do you ensure that there is fairness in negotiation? … Read More 

Why First Impressions Matter in Negotiation

By on / Negotiation Skills

Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and guardedness, he is likely to absord these expectations and become more competitive. … Read More 

Relationship-Building in Negotiation

By on / Business Negotiations

Forging close bonds typically helps negotiators reach better deals, work together effectively over time, and manage conflict—yet negotiators often rush through the process of relationship-building in negotiation. Here’s advice on how to approach this important aspect of negotiation more methodically.
Overcome Partisan Perceptions
An unconscious bias often gets in the way of relationship-building in negotiation: partisan perceptions, or … Read More 

Power in Negotiation: The Impact on Negotiators and the Negotiation Process

By on / Negotiation Skills

According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Read More