union negotiations

Union Negotiations Show How to Bring Reluctant Parties to the Table

| | Business Negotiations

On April 24, 2013, an eight-story building in Bangladesh known as Rana Plaza collapsed, killing 1,134 people, many of them low-wage garment workers who made goods for … Read This Post

how to deal with cultural differences in negotiations

How to Deal with Cultural Differences in Negotiation

| | Business Negotiations

When figuring out how to deal with cultural differences in negotiation, it helps to consider the cultural prototypes represented at the bargaining table—but individual differences count, as … Read This Post

Investor-State Arbitration

Check Out the International Investor-State Arbitration Video Course

| | Teaching Negotiation

Master Class on International Investor-State Arbitration: What is it? How Does it Work?
This two-hour video course is intended to teach students, legal practitioners, business executives, and government … Read This Post

BATNA Examples in Negotiation

Learning from BATNA Examples in Negotiation

| | BATNA

How should you decide whether to accept or reject your counterpart’s final offer in negotiation? In their influential book, Getting to Yes: Negotiating Agreement Without Giving In, … Read Learning from BATNA Examples in Negotiation

negotiation

The Power of a Simple Thank You in Negotiation

| | Daily, Negotiation Skills

Expressions of gratitude have a number of positive effects, such as helping us savor pleasurable experiences, manage stress, and strengthen relationships, researchers have found. In negotiation and … Read The Power of a Simple Thank You in Negotiation

business negotiators

Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy

| | Dealmaking

Executives rarely view themselves as diplomats engaged in international diplomacy but business negotiators often find the two fields share negotiation skills and negotiation techniques. Rightly or wrongly, … Read This Post

conflict in the workplace

Four Ways to Manage Conflict in the Workplace

| | Business Negotiations

Samantha was livid. While making a presentation during a meeting that both attended, Brad, a newcomer in her department, had shared some slides during a presentation that … Read Four Ways to Manage Conflict in the Workplace

collaborative leadership

Collaborative Leadership: Managing Constructive Conflict

| | Leadership Skills

Looking at the role of leadership in negotiation, we see that collaborative leadership can involve promoting conflict in negotiating and decision-making teams—as long as that conflict is … Read This Post

confidence in negotiation

How to Portray Confidence in Negotiation So You Don’t Look Desperate

| | Negotiation Skills

In our negotiations, we all regularly cope with counterparts who try too hard—such as salespeople who pester us with phone calls or show up at our office … Read This Post

hardball strategy

How to Deal with a Hardball Strategy When You Have a Weak BATNA

| | BATNA

In negotiation, visions of collaborating to create new sources of value can quickly evaporate when the other party engages in a hardball strategy—such as penalizing us financially, … Read This Post

The Pros and Cons of Back-Channel Negotiations

The Pros and Cons of Back-Channel Negotiations

| | International Negotiation

Back-channel negotiations have been used in numerous conflicts across the globe, including the Israeli-Palestinian peace process from 1994 to 1996 and the Iranian hostage crisis in 1979–1980. … Read The Pros and Cons of Back-Channel Negotiations

negotiated agreement

Writing the Negotiated Agreement

| Guhan Subramanian | Dealmaking

Some negotiations end with a negotiated agreement that is a plan of action rather than a signed contract – for example, a plumber agrees to fix … Read Writing the Negotiated Agreement