New Simulation on Negotiating the Future of Dams

By Lara SanPietro on / Teaching Negotiation

Pearl River is a seven party, facilitated, multi-issue negotiation over the management of dams in a coastal basin. 
Pearl River is a facilitated, multi-issue negotiation simulation for eight or nine participants about the management of five dams in the hypothetical Pearl River basin. This science-based negotiation simulation provides an opportunity for learning about and discussing larger-scale … Read More 

Dear Negotiation Coach: How Can I Use Deal Structuring and Negotiating to Resolve an Impasse?

By PON Staff on / Dealmaking

When two sides seem far apart on a contract dispute, careful and creative deal structuring and negotiating can often result in a winning agreement for both sides. Here’s an example of how that might look in a business deal, based on a question we recently received.

“My company, a large multinational, contracts with an outside vendor … Read More 

6 Bargaining Tips and BATNA Essentials

By Katie Shonk on / BATNA

The best bargaining tips taught by the experts should offer ways to enhance your bargaining power in negotiation. To do this, you must cultivate a strong BATNA, or best alternative to a negotiated agreement. The more appealing your best alternative is, the more comfortable you will feel asking for more in your current negotiation—secure in … Read More 

Why Negotiations Fail

By Katie Shonk on / Negotiation Skills

When we think of failed business negotiations, most of us picture negotiators walking away from the table in disappointment. But that’s only one type of disappointing negotiation. Failed business negotiations also include those that parties come to regret over time and those that fall apart during implementation. The following three types of negotiation failures are … Read More 

Salary Expectations: Calibrating Pay During a Labor Shortage

By Katie Shonk on / Salary Negotiations

Employers may strive to set and negotiate salaries in a fair manner, but numerous factors can affect employees’ salary expectations and lead employees to believe they are being treated unfairly.

Consider Karen Womack, a warehouse manager at Seattle’s T-Mobile Park, the home of Major League Baseball’s Seattle Mariners. Womack was earning $16.70 per hour before the … Read More