Managing Cultural Differences in Negotiation
It’s important to educate yourself about your counterpart’s culture so that you don’t risk offending her or seeming unprepared. At the same time, it would be a … Read Managing Cultural Differences in Negotiation
Why is Negotiation Important: Mediation in Transactional Negotiations
We generally think of mediation as a dispute-resolution device. Federal mediators intervene when collective bargaining breaks down. Diplomats are sometimes called in to mediate conflicts between nations. … Read This Post
BATNA Strategy: When to Reveal Your BATNA
A strong BATNA strategy includes determining when to reveal your BATNA, or best alternative to a negotiated agreement. Our six guidelines can help. … Read BATNA Strategy: When to Reveal Your BATNA
How to Ask for a Salary Increase
Asking for a raise can be a nerve-wracking proposition. But if you think you’re underpaid and due for a salary increase, a successful request can make a … Read How to Ask for a Salary Increase
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?
Teach Your Students to Negotiate Climate Change
How Can Communities Negotiate Climate Change Risks?
With ocean temperatures rising and hurricanes growing more frequent and severe, the impacts of climate change are dramatically affecting many communities. … Read Teach Your Students to Negotiate Climate Change
Everyday Negotiation Situations: Should You Negotiate Service Fees?
Imagine that you’re about to hire someone to provide a service—say, to repair your leaky roof, design a new website for your business, or host an online … Read This Post
Types of Mediation: Choose the Type Best Suited to Your Conflict
When parties involved in a serious conflict want to avoid a court battle, there are types of mediation can be an effective alternative. In mediation, a trained … Read This Post
Women and Negotiation: Narrowing the Gender Gap in Negotiation
Men tend to achieve better economic results in negotiation than women, negotiation research studies have found overall. Such gender differences are generally small, but evidence from the … Read This Post
The Door in the Face Technique: Will It Backfire?
Have you ever heard of the door in the face technique? In a classic and rather amusing study from 1975, Arizona State University professor Robert Cialdini and … Read The Door in the Face Technique: Will It Backfire?
Conflict-Management Styles: Pitfalls and Best Practices
Learn the five conflict-management styles, when to use each in negotiation, and how complementary styles can improve business and personal outcomes. … Read This Post
Price Anchoring 101
Learn how price anchoring shapes negotiations, when to make the first offer, and how precise and range anchors can improve your outcomes. … Read Price Anchoring 101