What is Negotiation?
Many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives: … Read What is Negotiation?
The Star Wars Negotiations and Trust at the Negotiation Table
What is negotiation in business? Negotiation research has identified it as a process of building trust and negotiation tactics for building trust at the bargaining table have … 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
How to Negotiate Salary: 3 Winning Strategies
The question of how to negotiate salary seems to preoccupy negotiators more than any other—and with good reason, considering how dramatically even a small salary increase can … Read How to Negotiate Salary: 3 Winning Strategies
How to Negotiate in Good Faith
Have you ever negotiated with someone who seemed intent on sabotaging the negotiation or taking unfair advantage? If so, you would benefit from learning more about what … Read How to Negotiate in Good Faith
Conflict Negotiation Strategies: When Do Employees Choose to Negotiate?
How does the desire to negotiate stack up against other workplace decision-making procedures? Negotiation seems to be the preferred decision-making mechanism when employees are seeking individually tailored … Read This Post
Negotiating with Liars: Bluffing versus Puffing
How many times have you sat at the bargaining table, and wondered, “am I negotiating with liars?” And to your own self be true—how many times have … Read Negotiating with Liars: Bluffing versus Puffing
Mandated Mediation: What to Expect
Business contracts, as well as the courts, often compel parties to a dispute to engage in mandated mediation. What is mandated mediation, and what can you expect … Read Mandated Mediation: What to Expect
Are You Ready to Negotiate?
“Winging it” is a fine approach to life’s minor decisions, but when you negotiate, it can be disastrous. Follow these three preparation steps and improve your agreements. … Read Are You Ready to Negotiate?
How to Negotiate a Pay Raise or Starting Salary Using AI
Wondering how to negotiate a pay raise or your starting salary using AI? It’s important to both fine-tune and broaden your research—and prepare for AI across the … Read This Post
How to Find the ZOPA in Business Negotiations
Learn how ZOPA and BATNA analysis help you avoid the agreement trap and the mythical fixed pie in business negotiation. … Read How to Find the ZOPA in Business Negotiations
Emotional Intelligence in Negotiation
The ability to read and decipher our negotiating counterparts’ emotions can have big payoffs in negotiation, an emerging body of research is finding. Here’s a closer look … Read Emotional Intelligence in Negotiation