Recent Posts

Negotiator Toolbox: Using E-Mediation to Resolve Disputes

By PON Staff on / Mediation

The Problem: You want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but meeting face-to-face would be difficult. Perhaps you and the other party are located in different geographic areas, or social-distancing guidelines are keeping you apart. Maybe your dispute originated in an online transaction … Read More 

How Much Does Personality in Negotiation Matter?

By PON Staff on / Negotiation Skills

We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality in negotiation matter?

Before we explore this topic, please answer “True” or “False” in response to the following questions:

1. Extroverted negotiators tend to perform better than introverted negotiators.
2. Agreeable … Read More 

Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?

By PON Staff on / Teaching Negotiation

To get an idea or innovation off the ground takes strong business negotiation skills as an entrepreneur.

Yet, in their book Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success (Palgrave/Macmillan, 2018), Program on Negotiation instructor Samuel Dinnar and MIT professor Lawrence Susskind write that many entrepreneurs are falling short. Here, Susskind explains … Read More 

Contract Negotiation Skills: Setting Yourself Up for Success

By Katie Shonk on / Dealmaking

Business negotiators tend to focus on getting to the finish line, which is typically defined as a signed contract. The contract negotiation skills we need to get there—such as building trust, brainstorming issues, and negotiating a great price—are pivotal, yet we often overlook the importance of setting up our agreement for success during the implementation … Read More 

Negotiating with the Enemy

By PON Staff on / Dealing with Difficult People

Should negotiating with the enemy always be off the table? The 2014 Bergdahl exchange offers insights for negotiators who are deciding whether to do business with a known enemy.

On May 31, 2014 the White House made the surprise announcement that the Taliban had released Sergeant Bowe Bergdahl, the sole American prisoner of war in the … Read More 

Dear Negotiation Coach: Can Negotiation Theory Help Us Understand Our Religious Identity?

By PON Staff on / Negotiation Skills

Negotiation theory suggests you focus on interests, not positions; separate inventing from committing; invest heavily in “What if?” questions; insist on objective criteria; and try to build nearly self-enforcing agreements.

But what if the negotiation is with yourself, or about your own religious identity?

For example, what does it mean to be Jewish in America? What challenges … Read More 

Government Negotiations and Beyond: Using Carrots and Sticks Effectively

By PON Staff on / International Negotiation

In 1987 government negotiations, U.S. president Ronald Reagan and Soviet General Secretary Mikhail Gorbachev took early steps to end the Cold War by signing the Intermediate-Range Nuclear Forces (INF) arms control treaty in Washington, D.C. Banning all ground-launched nuclear and conventional missile systems within a certain range, the INF treaty put in place a strict … Read More 

Four Negotiation Examples in the Workplace That Sought Greater Equity and Diversity

By PON Staff on / Negotiation Skills

There are a number of infamous negotiation examples in the workplace, but one most notable instance occurred in March 2018, when more than 700 Canadian doctors, residents, and medical students signed an online petition protesting their pay. The public health-care system in Quebec had been the victim of budget cuts, and the medical professionals weren’t … Read More 

Methods of Dispute Resolution: Building Trust in Online Mediation

By Katie Shonk on / Dispute Resolution

Before the Covid-19 pandemic, mediators and other negotiation practitioners often insisted on meeting in person, convinced that online methods of dispute resolution lack “the human touch”—the warmth, energy, body language, and other subtle factors that build essential ingredients in conflict resolution, including trust, empathy, and rapport.

But when lockdowns and social-distancing restrictions took hold in the … Read More 

Negotiating Identity and Values-Based Disputes

By Lara SanPietro on / Teaching Negotiation

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 elastic than interest-based issues. In conventional interest-based negotiation, parties often do give up one thing in exchange for getting something they want more. This is often not possible … Read More