cross-cultural situations

How to Negotiate in Cross-Cultural Situations

| | Leadership Skills

Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension … Read How to Negotiate in Cross-Cultural Situations

negotiate in good faith

How to Negotiate in Good Faith

| | Business Negotiations

Have you ever negotiated with someone who seemed intent on sabotaging the negotiation or taking unfair advantage? If so, you would benefit from learning more about what … Read How to Negotiate in Good Faith

value creation

For Greater Value Creation, Look Beyond Your BATNA

| | BATNA

For value creation in negotiation, you may need to look beyond your greatest source of power. You may have learned— perhaps in this newsletter or in Roger … Read This Post

umbrella agreement

What Is an Umbrella Agreement?

| | Dispute Resolution

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?

value claiming - value conflict

Value Conflict: What It Is and How to Resolve It

| | Conflict Resolution

Some of our most heated negotiations and disputes involve value conflict over our core values, such as our personal moral standards, our religious and political beliefs, and … Read Value Conflict: What It Is and How to Resolve It

bargaining in bad faith

Bargaining in Bad Faith: Dealing with “False Negotiators”

| | Dealing with Difficult People

We tend to forget—at our peril—that not everyone at the bargaining table wants to close a deal and may be bargaining in bad faith. … Read This Post

business partnership agreement

Taking the Plunge: How a Controversial Business Partnership Agreement was Born

| | Business Negotiations

“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are just a few of the media’s characterizations of the business partnership agreement between wireless … Read This Post

dealing with an irrational home seller

Negotiation Examples in Real Life: Buying a Home

| | Business Negotiations

While many of our articles discuss negotiation theory and the latest research, sometimes it helps to discuss negotiation examples in real life when offering negotiation tips and … Read Negotiation Examples in Real Life: Buying a Home

win-win negotiation

What is a Win-Win Negotiation?

| | Win-Win Negotiations

In an episode of the American television show The Office, bumbling manager Michael Scott consults with a manual on conflict resolution while attempting to mediate a dispute … Read What is a Win-Win Negotiation?

real life conflict scenarios

In Real-Life Conflict Scenarios, Promote Constructive Dissent

| | Conflict Resolution

Real-life conflict scenarios can keep groups from being effective. But at a press conference on March 6, Trump suggested that any conflict within the White House has … Read This Post

distributive negotiation

What Is Distributive Negotiation?

| | Negotiation Skills

What is distributive negotiation? Distributive negotiation involves haggling over a fixed amount of value—that is, slicing up the pie. In a distributive negotiation, there is likely only … Read What Is Distributive Negotiation?

improving your negotiation skills

5 Tips for Improving Your Negotiation Skills

| | Negotiation Skills

The prospect of boosting our negotiation skills can be so overwhelming that we often delay taking the necessary steps we can follow to improve, such as taking … Read 5 Tips for Improving Your Negotiation Skills