Conflict Resolution Scenarios: Negotiating Values
The most heated types of conflict in organizations and in our personal lives often concern our core values, such as our personal moral standards, our religious and … Read Conflict Resolution Scenarios: Negotiating Values
How to Write a Contract That Doesn’t Leave Room for Interpretation
If you’ve tended to leave contract drafting and review to your lawyers in the past, you might think twice about doing so in the future after reading … Read This Post
How to Renegotiate a Bad Deal
Think you have some stories from trying to renegotiate? Try this one on for size. Many viewed the deal to be a terrible one from the start. … Read How to Renegotiate a Bad Deal
Hardball Negotiation Tactics: Time Pressure in Major League Baseball
Major League Baseball (MLB) games are known for their leisurely pacing. In recent years, off-season negotiations between teams and free agents have sometimes proceeded at a similarly … Read This Post
Creating Value in Integrative Negotiations: Myth of the Fixed-Pie of Resources
Creating value is the name of the game in integrative negotiations but these principles can also apply to the highly competitive realm of business negotiations. In the … Read This Post
Teaching Critical Leadership Skills
Running a multinational corporation, starting a small business, or leading a diplomatic mission all require critical leadership skills. Being an effective leader necessitates negotiating both within your … Read Teaching Critical Leadership Skills
When to Make the First Offer in Negotiations
Should you make the first offer in your negotiations? If so, how aggressive should it be? These are critical questions in negotiation, ones that have been repeatedly … Read When to Make the First Offer in Negotiations
Use a Negotiation Preparation Worksheet for Continuous Improvement
When determining the best alternative to a negotiated agreement or BATNA (the point at which the negotiators ought to walk away from the table), executives should check … Read This Post
Negotiation Research on Mediation Techniques: Focus on Interests
There is a better way to resolve your dispute: by hiring an expert mediator with a focus on interests – the needs, desires, or concerns that underlie … Read This Post
Value Conflict: What It Is and How to Resolve It
Some of our most heated negotiations and disputes involve value conflict over our core values, such as our personal moral standards, our religious and political beliefs, and … Read Value Conflict: What It Is and How to Resolve It
Moral Leadership: Do Women Negotiate More Ethically than Men?
A key component of moral leadership is motivating others to live up to their personal ethical standards and those of your organization, even in the face of … Read This Post
In Negotiation, How Much Do Personality and Other Individual Differences Matter?
Most negotiation advice centers on the mistakes all of us make. But individual differences in personality, intelligence, and outlook could also affect your talks. Imagine how you … Read This Post