5 Win-Win Negotiation Strategies
Business negotiators understand the importance of reaching a win-win negotiation: when both sides are satisfied with their agreement, the odds of a long-lasting and successful business partnership … Read 5 Win-Win Negotiation Strategies
Why Negotiations Fail
When we think of failed business negotiations, most of us picture negotiators walking away from the table in disappointment. But that’s only one type of disappointing negotiation. … Read Why Negotiations Fail
Individual Differences in Negotiation—and How They Affect Results
Negotiation advice is often “one size fits all,” yet we approach negotiations with vastly different experiences and traits. How do individual differences in negotiation play out? In … Read This Post
Negotiation Analysis: The US, Taliban, and the Bergdahl Exchange
The exchange between the United States and the Taliban of Sergeant Bowe Bergdahl for five Taliban leaders held at Guantanamo Bay, Cuba, represented the first public prisoner … Read This Post
Effective Negotiation Strategies for Dealing with Competitors
In the business world, organizations take competition for granted, to the extent that they often overlook opportunities to meet their goals by working with one another. But … Read This Post
Servant Leadership Theory
When considering various leadership models to emulate, leaders have a wide variety to choose from, including participative leadership, charismatic leadership, directive leadership, authoritarian leadership, and paternalistic leadership. … Read Servant Leadership Theory
Consensus-Building Techniques
Consensus-building techniques can help parties facing a group decision reach longer-lasting, more harmonious outcomes than resorting to an up-or-down vote. Several different approaches are available to parties … Read Consensus-Building Techniques
Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table
Let’s take a look back at the 2008 US presidential election and the win-win coalition forged between Barack Obama and his then-rival, Hillary Clinton. As this example … Read This Post
Dealing with Difficult People: Coping with an Insulting Offer in Contract Negotiations
The following “Ask the Negotiation Coach” question was posed to Dwight Golann, Suffolk University Law School professor and negotiation expert: “I deal with legal disputes and would … Read This Post
Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions
A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation … Read This Post
Dealing with Difficult People and Negotiation: When Should You Give Up the Fight?
Negotiators often fail to recognize when it’s time to walk away from a negotiation dispute – a trap that can squander time, money, and reputations. In a … Read This Post
Online Mediation: A Work in Progress
Online mediation became commonplace during the pandemic, but remains understudied in comparison to in-person mediation. As this mode of practice evolves, two researchers examine its pros and … Read Online Mediation: A Work in Progress