Emotional Intelligence as a Negotiating Skill

By on / Negotiation Skills

emotional intelligence

The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. … Read More 

For Price Negotiators, Preparation is the Key to Success

By on / Dealmaking

For Price Negotiators Preparation is the Key to Success

Some cultures have a long tradition of haggling—bargaining back and forth about the price of an item—in markets and bazaars. By contrast, in the United States and many other countries, haggling between buyers and sellers is an under-practiced skill. You might routinely pass up opportunities to haggle in situations where financial negotiations are not the … Read More 

Negotiation Skills: Reducing Political Polarization

By on / Negotiation Skills

political polarization

Excerpted from the June issue of the Negotiation Briefings newsletter, a publication of the Program on Negotiation at Harvard Law School.

In our era of political polarization, collaboration and compromise can seem like impossible goals within our governments and our own communities. In his book Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged … Read More 

Police Negotiation Techniques from the NYPD Crisis Negotiations Team

By on / Crisis Negotiations

Negotiation Techniques

Few negotiators can imagine negotiation scenarios more stressful than the kinds of crisis negotiations the New York City Police Department’s Hostage Negotiation Team undertake. But police negotiation techniques employed by the New York City Police Department’s Hostage Negotiations Team (HNT) in high-stakes, high-pressure crisis negotiation situations, outlined in an article from Jeff Thompson and Hugh … Read More 

Understanding Your Counterpart’s BATNA

By on / BATNA

batna

One of the most popular questions concerning negotiation strategy and an area of negotiation research that draws heavily on negotiation examples in real life is how do negotiators identify their BATNA, or best alternative to a negotiated agreement, and even better, how do they identify their counterpart’s BATNA? Consider the saga of a company that … Read More 

Google’s Negotiations with Groupon: How Business Negotiators Can Maximize Value Claiming When Engaging in Integrative Negotiations

By on / Win-Win Negotiations

negotiations

It seemed to be a match made in Internet heaven. In late 2010, Google made a $6 billion bid for Groupon, the Chicago­based company that e­mails daily coupon deals for local goods and services to consumers around the world. (If enough people sign up, the daily deal “tips,” meaning the coupons are issued; otherwise, the … Read More 

Right of First Refusal for Real Estate

By on / Negotiation Skills

right of first refusal for real estate

If you are interested in buying the property you’re renting, but aren’t able to do so immediately, you may benefit by negotiating a right of first refusal from the property owner. A right of first refusal for real estate can create value for buyers and sellers alike. But what is “right of first refusal” in … Read More