Negotiating Salary: Confronting the Gender Pay Gap
In December 2014, leaks of data hacked from Sony Pictures revealed that when negotiating salary for their roles in the film American Hustle, actresses Jennifer Lawrence and Amy … Read This Post
Dealing with challenging negotiators
Three research studies offer advice on how to cope with counterparts who display varying degrees of difficult behavior. … Read Dealing with challenging negotiators
Directive Leadership: When It Does—and Doesn’t—Work
These days, directive leadership tends to be out of fashion, with many experts promoting a more egalitarian management style. Yet directive leadership has its time and place, … Read This Post
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
Strategies to Resolve Conflict over Deeply Held Values
In negotiation, when deeply held beliefs and principles are at stake, typical strategies to resolve conflict may fail, whether in family conflict scenarios or in business. These … Read This Post
Win-Win Bargaining: Private Negotiation, Public Auction, or Both?
Win-win bargaining requires us to choose the right dealmaking process. News stories involving Amazon and Apple highlight the pros and cons of private negotiations, public auctions, and … Read This Post
What is Alternative Dispute Resolution?
So, you’re stuck in a serious dispute, but you’re desperate to avoid the hassle and expense of a court case. You’ve heard about alternative dispute resolution but … Read What is Alternative Dispute Resolution?
Power in Negotiation: How Effective Negotiators Project Power at the Negotiation Table
Negotiating power generally comes from one of three sources, according to Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee. … Read This Post
The Right Negotiation Environment: Your Place or Mine?
Everyone knows the three rules of real estate: “Location! Location! Location!” When it comes to making deals, choosing the right negotiation environment can be just as important. … Read This Post
The Anchoring Bias: Consumers, Beware!
Retailers often take advantage of the anchoring bias when setting prices. As consumers, we need to be wary of seemingly “great deals” so that we can make … Read The Anchoring Bias: Consumers, Beware!
Cross Cultural Communication: Translation and Negotiation
In previous international negotiation articles from cross cultural negotiation case studies, we have focused on how international negotiators can avoid cognitive biases and overcome cultural barriers. But … Read This Post
Power in Negotiation: Examples of Being Overly Committed to the Deal
When you’re more tightly bound to an agreement than your counterpart is, trouble could follow in negotiation. Manage your escalation of commitment—and level the playing field. … Read This Post