individual differences in negotiation

Individual Differences in Negotiation—and How They Affect Results

| | Business Negotiations

Negotiation advice is often “one size fits all,” yet we approach negotiations with vastly different experiences and traits. How do individual differences in negotiation play out? In … Read This Post

batna examples

BATNA Examples—and What You Can Learn from Them


What are BATNA examples in negotiation? In their bestseller Getting to Yes: Negotiating Agreement Without Giving In, Roger Fisher, William Ury, and Bruce Patton (Penguin, 1991) described … Read BATNA Examples—and What You Can Learn from Them

negotiation skills

Top 10 Negotiation Skills You Must Learn to Succeed

| | Negotiation Skills

Increasingly, business negotiators recognize that the most effective bargainers are skilled at both creating value and claiming value—that is, they both collaborate and compete. The following 10 … Read This Post


The Importance of Power in Negotiations: Taylor Swift Shakes it Off

| | Dispute Resolution

In negotiation, our success often hinges on our bargaining power—which in turn can depend on forces beyond our control. That truism was highlighted in two recent disputes … Read This Post

MESO Negotiation

MESO Negotiation: The Benefits of Making Multiple Equivalent Simultaneous Offers in Business Negotiations

| | Dealmaking

In MESO, negotiation in which multiple offers are presented simultaneously at the negotiation table, effective negotiators seek opportunities to create value. By making tradeoffs across issues, parties … Read This Post

online mediation

Using E-Mediation and Online Mediation Techniques for Conflict Resolution

| | Mediation

Suppose you want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but for various reasons, meeting … Read This Post

deceptive tactics in negotiation

Deceptive Tactics in Negotiation: How to Ward Them Off

| | Negotiation Skills

Deceptive tactics in negotiation can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep. The benefits of negotiation in … Read This Post

reservation point in negotiation

Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions

| | Negotiation Skills

A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation … Read This Post

Introductory Negotiation

Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations

| | Teaching Negotiation

Introductory negotiation courses are taught in law and business schools around the world, but are also increasingly taught to undergraduates and in all types of corporate settings. … Read This Post

When Dealing with Difficult People, Look Inward

| | Dealing with Difficult People

Yes, there are difficult people in the world, but people often have good reason for behaving as they do. Reexamining our assumptions for bias can help us … Read When Dealing with Difficult People, Look Inward

Relationship in Negotiation

The Importance of a Relationship in Negotiation

| | Negotiation Training

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

negotiation styles

Understanding Different Negotiation Styles

| | Negotiation Skills

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