batna examples

BATNA Examples—and What You Can Learn from Them

| | BATNA

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 team

Negotiation Team Strategy

| | Negotiation Skills

Some negotiations are simple enough to handle on our own, but those deals are increasingly rare in the business world. These days, to thrive in negotiation, you … Read Negotiation Team Strategy

negotiation tools and techniques

Negotiation Tools and Techniques: Research Roundup

| | Negotiation Skills

Recent negotiation research offers negotiation tools and techniques to use in your business negotiations to make strong opening offers, negotiate effectively online, and boost your sense of … Read This Post

Influence Tactics in Negotiation

| | Negotiation Skills

Whether we notice them or not, social norms—the rules of behavior deemed acceptable in society—strongly influence our behavior. We automatically lower our voices when we enter a … Read Influence Tactics in Negotiation

dispute resolution

Dispute Resolution on Facebook: Using a Negotiation Approach to Resolve a Conflict

| | Dispute Resolution

For several years, Facebook has been working with social scientists to bring traditional methods of dispute resolution to cyberspace. The site has begun to offer users tools … Read This Post

conflict resolution

What is Conflict Resolution, and How Does It Work?

| | Conflict Resolution

If you work with others, sooner or later you will almost inevitably face the need for conflict resolution. You may need to mediate a dispute between two … Read This Post

negotiation

Four Strategies for Making Concessions in Negotiation

| | Daily, Negotiation Skills

Skilled negotiators know that making strategic concessions at the right time can be an effective tactic in a negotiation. In this article, Deepak Malhotra, a professor at … Read This Post

How Does Mediation Work

How Does Mediation Work in a Lawsuit?

| | Dealmaking

No one likes to go to court. Not only is it expensive and time-consuming, but it often leads to frustrating results and damaged relationships. So, how does … Read How Does Mediation Work in a Lawsuit?

deal making

Deal-Making Don’ts: Lessons from Yahoo’s Tumblr Acquisition

| | Business Negotiations

On May 19, 2013, internet company Yahoo announced it was purchasing the blogging service Tumblr for about $1.1 billion in cash. The acquisition was intended to put … Read This Post

anchoring bias

The Anchoring Bias in Negotiation: Get Ahead with a “Range Offer”

| | Negotiation Skills

Due to the anchoring bias, the first offer made in a negotiation often has an outsized effect on the outcome. But recent research shows that anchoring with … Read This Post

Types of Conflict in Negotiation

| | Conflict Resolution

There are many types of conflict in negotiation, from the constructive to the destructive. We consider four types of conflict in negotiation that you can learn to … Read Types of Conflict in Negotiation

Chessboard and a clock

In Business Negotiations, Patience Is a Virtue

| | Business Negotiations

In business negotiations, we often face pressure to reach quick results. But as illustrated in a new negotiation podcast, wise dealmakers wait until conditions are right to … Read In Business Negotiations, Patience Is a Virtue