Fairness in Negotiation
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 … Read Fairness in Negotiation
How to Maintain Your Power While Engaging in Conflict Resolution
By following these steps, you can keep your edge while encouraging cooperative, rather than competitive, behavior in conflict management. … Read This Post
Signing Bonus Negotiation 101
After engaging in a successful salary negotiation for a coveted job, most people are ready to shake hands and start sharing the good news with friends and … Read Signing Bonus Negotiation 101
Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies
Learn what integrative bargaining is, how it differs from distributive negotiation, and how to create win-win value in business deals. … Read This Post
What is the Multi-Door Courthouse Concept
As a collaboration between UST School of Law and the Program on Negotiation at Harvard Law School, the following is the transcript of a conversation between the … Read What is the Multi-Door Courthouse Concept
Is Humor in Business Negotiation Ever Appropriate?
Can humor improve negotiation outcomes? Research shows well-timed humor builds trust, creativity, and rapport—when used strategically. … Read This Post
A Business Negotiation Case Study: Ending the NHL Lockout
How can negotiators overcome impasse and achieve win-win negotiated agreements at the bargaining table? This example illustrates the power of expanding the focus of the negotiations by … Read This Post
Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
Often, disputing parties are unable achieve satisfactory or sustainable outcomes on their own through direct negotiation, and require the assistance of a mediator or facilitator. Mediators can … Read This Post
What is Med-Arb?
When parties find themselves involved in a serious conflict, they often try to avoid the expense and hassle of litigation by turning to one of the two … Read What is Med-Arb?
Dear Negotiation Coach: When Silence in Negotiation is Golden
In Western cultures, many people are uncomfortable with silence. We tend to talk on top of one another, with little pause between point and counterpoint. Any silence … Read This Post
Using Principled Negotiation to Resolve Disagreements
Parties can often reach a better agreement through integrative negotiation—that is, by identifying interests where they have different preferences and making tradeoffs among them. If you care … Read This Post
Salary Negotiation Strategies in the NBA and Beyond
Effective salary negotiations strategies look beyond initial rewards and factor in long-term concerns, as past National Basketball Association deals suggest. … Read This Post