Union Negotiations Show How to Bring Reluctant Parties to the Table
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 Negotiation
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
Check Out the International Investor-State Arbitration Video Course
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
Learning from BATNA Examples in Negotiation
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
The Power of a Simple Thank You in Negotiation
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
Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy
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
Four Ways to Manage Conflict in the Workplace
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: Managing Constructive Conflict
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
How to Portray Confidence in Negotiation So You Don’t Look Desperate
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
How to Deal with a Hardball Strategy When You Have a Weak 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
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
Writing the Negotiated Agreement
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