Charismatic Leadership: Weighing the Pros and Cons
Jack Welch. Lee Iacocca. Ronald Reagan. Steve Jobs. Sam Walton. These prominent leaders from the 1980s embodied a leadership style held up at the time as highly … Read This Post
What Is an Umbrella Agreement?
Business negotiators tend to want the best of both worlds. When reaching an agreement, they want to pin down parties’ respective rights and responsibilities, but they also … Read What Is an Umbrella Agreement?
Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
In 2009, we collected many types of curriculum materials from teachers and trainers who attended the Mediation Pedagogy Conference. We received general materials about classes on … Read This Post
Finding Mutual Gains In “Non-Negotiation”
The National Football League’s Pittsburgh Steelers faced a dilemma. Mid-contract, the team’s star wide receiver, Antonio Brown, asked the team to improve upon the six-year, $42.5 million … Read Finding Mutual Gains In “Non-Negotiation”
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
Teach Your Students to Negotiate Cross-Border Water Conflicts
With the south-western United States experiencing a years-long drought which has dramatically depleted the Colorado River, there are many signs that water conflicts will become more frequent. … Read This Post
Top 10 Notable Negotiations of 2022
Looking back at our Top 10 Notable Negotiations of 2022, which highlight key lessons that negotiators can take away from dealmaking and conflict resolution in government, business, … Read Top 10 Notable Negotiations of 2022
What is Crisis Management in Negotiation?
Organizations often establish elaborate business crisis management plans. Through a rapid, centralized response, an organization can shift swiftly and efficiently from day-to-day operations into crisis-management mode, whether … Read What is Crisis Management in Negotiation?
Positional Bargaining Pitfalls
Positional bargaining may sound like business as usual, but it shouldn’t be. In fact, positional bargaining is typically an ineffective way of reaching an agreement for numerous … Read Positional Bargaining Pitfalls
Negotiating the Good Friday Agreement
Retired US Senator George Mitchell played a critical role in negotiating the Good Friday Agreement in Northern Ireland. In an interview with Susan Hackley, Managing Director of … Read Negotiating the Good Friday Agreement
Confronting Implicit Biases That Hinder Diversity and Inclusion
Implicit biases systematically hold back African Americans from leadership positions, research shows. A leadership and negotiation expert offers advice on how to improve diversity and inclusion. … Read This Post
What is Distributive Negotiation and Five Proven Strategies
Most negotiations call for very different, even opposing, skills: collaboration and competition. To get a great deal, we typically must work with others to find new sources … Read This Post