Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation
In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative … Read This Post
Are Salary Negotiation Skills Different for Men and Women?
Most negotiators don’t engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost … Read This Post
Does Using Technology in Negotiation Change Our Behavior?
Technology has infiltrated almost every element of our negotiations, as it has almost every aspect of our lives. Negotiation scholars have studied how negotiating via technological media … Read This Post
Charismatic Leadership: Weighing the Pros and Cons
Jack Welch. Lee Iacocca. Ronald Reagan. Steve Jobs. Sam Walton. These prominent leaders from the 1980s embodied a leadership style held up at the time as highly … Read This Post
Employment Contract Negotiation: Morals Clauses
Employment contract negotiation in some industries involves the negotiation of morals clauses—an increasingly common way for organizations to protect themselves from employee misbehavior. … Read Employment Contract Negotiation: Morals Clauses
Managing Difficult Employees: Listening to Learn
Managing difficult employees is one of the biggest challenges that leaders face. When employees seem unreasonable, belligerent, or uncooperative, managers may be tempted either to brush aside … Read Managing Difficult Employees: Listening to Learn
Group Negotiation Challenges and Solutions
Over several days in early January, 2023, Republican Kevin McCarthy lost 14 consecutive ballots in his bid to become Speaker of the U.S. House of Representatives but … Read Group Negotiation Challenges and Solutions
The Importance of a Relationship in Negotiation
At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even … Read The Importance of a Relationship in Negotiation
Understanding Different Negotiation Styles
In the business world, some negotiators always seem to get what they want, while others more often tend to come up short. What might make some people … Read Understanding Different Negotiation Styles
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
Pros and Cons of Email Communication
The pros and cons of email communication are worthy of consideration, given our continued reliance on email in business negotiations. Research on email negotiations highlights likely pitfalls … Read Pros and Cons of Email Communication
Participative Leadership: What It Can Do for Organizations
Today more than ever, employees want a say in the decisions that affect them. Workers are increasingly demanding input into where and when they work, what they … Read This Post