Persuasion in Negotiation: How Tracy Chapman Was Convinced to Play at the 2024 Grammys
Tracy Chapman’s surprise performance of her 1988 hit song “Fast Car” alongside country star Luke Combs electrified the 2024 Grammy Awards. Combs’ cover had introduced the award-winning … Read This Post
The Ladder of Inference: A Resource List
The ladder of inference describes how a negotiator, or any decision maker, relies upon her personal knowledge, or observable data, up the ladder of inference to the … Read The Ladder of Inference: A Resource List
Deception in Negotiation
Lying in negotiations is both an ethical and strategic risk. Rather than misrepresenting the truth, a better approach is to reshape reality to align with your goals, … Read Deception in Negotiation
Teach Your Students to Negotiate Cross-Border Water Conflicts
With the south-western United States experiencing a years-long drought which has dramatically depleted the Colorado River, there are many signs that water conflicts will become more frequent. … Read This Post
Using Negotiation Theory to Understand Personal Identity
Can you negotiate your identity? If so, how? Harvard Law School Professor Robert Mnookin explains how we can apply negotiation theory to better understand religious identity in … Read This Post
Alternative Dispute Resolution Examples: Restorative Justice
Alternative dispute resolution examples often highlight relatively cheap, quick, and efficient alternatives to litigation, such as mediation. Within the criminal justice system, cases increasingly are being resolved … Read This Post
An Example of the Anchoring Effect – What to Share in Negotiation
The prospect of sharing information with a negotiating counterpart can be scary – it can fix your counterpart into a position at the negotiation table you didn’t … Read This Post
In Negotiation, How Much Authority Do They Have?
While hammering out an agreement during negotiation, a mid-level manager offered a customer a significant price discount. When the discount failed to materialize, the customer sued. In … Read In Negotiation, How Much Authority Do They Have?
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
Negotiations in the News: Lessons for Business Negotiators
What can business negotiators learn from current negotiations in the news? Quite a bit, according to the dozens of negotiation experts who contributed to the January 2019 … Read This Post
Leading vs. Managing: What’s the Difference?
Are you a manager or a leader? Many people would say they are a bit of both. Indeed, the overlap between the two roles can be confusing. … Read Leading vs. Managing: What’s the Difference?
Business Conflict Management
In the business world, workplace disputes are all too common. Consider these real-life conflict scenarios: a group of employees who, working overtime to make up for staff … Read Business Conflict Management