How to Make a Good Deal When You Lack Power
In negotiation, we’re often advised that our most important source of power is our best alternative to a negotiated agreement, or BATNA. When we feel powerless, it’s often … Read How to Make a Good Deal When You Lack Power
Top 10 International Business Negotiation Case Studies
International business negotiation case studies offer insights to business negotiators who face challenges in cross-cultural business negotiation. … Read This Post
Emotional Intelligence in Negotiation
The ability to read and decipher our negotiating counterparts’ emotions can have big payoffs in negotiation, an emerging body of research is finding. Here’s a closer look … Read Emotional Intelligence in Negotiation
Salary Negotiations: Reducing Gender and Racial Pay Gaps
Salary negotiations contribute to enduring gender and racial pay gaps. Research on the topic reveals how such gaps arise and suggests possible remedies that organizations can take. … Read This Post
For a Mutually Beneficial Agreement, Collaboration is Key
At the Program on Negotiation, we urge you to aim higher by combining such competitive value-claiming with collaborative value creation. Not because it’s the “nice” thing to … Read This Post
How to Manage Conflict at Work
Sooner or later, almost all of us will find ourselves trying to cope with how to manage conflict at work. At the office, we may struggle to … Read How to Manage Conflict at Work
AI Mediation: Using AI to Help Mediate Disputes
AI mediation is on the rise, with chatbots increasingly assisting human mediators in resolving disputes. Here’s what AI mediation is capable of—and where it falls short. … Read AI Mediation: Using AI to Help Mediate Disputes
How to Negotiate Salary: 3 Winning Strategies
The question of how to negotiate salary seems to preoccupy negotiators more than any other—and with good reason, considering how dramatically even a small salary increase can … Read How to Negotiate Salary: 3 Winning Strategies
Best Negotiators in History: Nelson Mandela and His Negotiation Style
The late Nelson Mandela will certainly be remembered as one of the best negotiators in history. He was clearly “the greatest negotiator of the twentieth century,” wrote … Read This Post
Win-Lose Negotiation Examples
When we think of win-lose negotiation examples, we think of competitions in which it seemed that one party had to succeed and the other had to fail. … Read Win-Lose Negotiation Examples
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
Negotiation Examples: How Crisis Negotiators Use Text Messaging
In their negotiation training, police and professional hostage negotiators are taught skills that will help them defuse tense situations over the course of long phone calls, such … Read This Post