For Business Negotiators, Patience Can be a Virtue
Business negotiators know that persistence and tenacity can make all the difference between impasse and a game-changing breakthrough. Take the saga behind Microsoft’s 2013 announcement of its … Read This Post
Act Now to Purchase Materials for Next Semester and Avoid a Price Increase
Do you already have your curriculum planned for next semester? Purchase your materials today to avoid a price increase.
Starting on December 1st, the Teaching Negotiation Resource Center … Read This Post
Negotiating with Difficult Personalities and “Dark” Personality Traits
Have you ever found yourself negotiating with difficult personalities, or negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may … 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
Challenges Facing Women Negotiators
On the average, women often obtain less favorable or advantageous outcomes at the bargaining table when compared with their male counterparts. … Read Challenges Facing Women Negotiators
An Example of the Anchoring Effect – What to Share in Negotiation
The prospect of sharing information with a negotiating counterpart can be scary – it can fix your counterpart into a position at the negotiation table you didn’t … Read This Post
Top 10 Notable Negotiations
In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, … Read Top 10 Notable Negotiations
In Conflict Resolution, President Carter Turned Flaws Into Virtues
When it comes to conflict resolution, surprisingly useful nuggets of advice come from the realm of international conflict. Take the Camp David Accords of 1978, as described … Read This Post
Negotiating Identity and Values-Based Disputes
How Do Parties in Conflict Negotiate Core Beliefs?
Identity and values-based disputes are particularly challenging to resolve, as identities are naturally inflexible and values are typically much less … Read Negotiating Identity and Values-Based Disputes
Increase Your Power in Negotiation
In July 2019, the U.S. Federal Trade Commission (FTC), the country’s consumer protection agency, voted to fine Facebook roughly $5 billion for mishandling its users’ personal data. … Read Increase Your Power in Negotiation
Simplify Multiparty Negotiations with Stakeholder Alignment
In multiparty negotiations, encouraging key stakeholders to communicate their interests is the key to success. Brandeis University professor Joel Cutcher-Gershenfeld explains how to do so. … Read This Post
Right of First Refusal: A Potentially Win-Win Negotiation Tool
Looking for ways to get more value out of your sales negotiations? You may be able to do so by negotiating a right of first refusal. A … Read This Post