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
Communication Breakdowns: When All We Can See is Red
Miscommunication often leads to impasse in negotiation. When we don’t understand what the other party wants, we can grow frustrated by their perceived lack of cooperation with … Read This Post
Do Attitudes in Negotiation Influence Results?
Many people consider negotiations to be stressful and threatening. Others view them as challenges to be overcome. Do these different attitudes influence the outcomes that people reach? … Read Do Attitudes in Negotiation Influence Results?
Negotiation as Your BATNA: The Syrian Civil War and Crisis Negotiations
Sometimes your best alternative to a negotiated agreement (BATNA) is realizing that the negotiation itself is worth the risk. Back in May 2012, the United States and … Read This Post
Beware the Winner’s Curse in Auctions
In 2017, Amazon announced it was taking bids from cities interested in being the site of its second headquarters, known as HQ2. The online behemoth said it … Read Beware the Winner’s Curse in Auctions
Salary Negotiations in the Era of Fair-Pay Laws
In recent years, some U.S. states have passed fair-pay laws that affect salary negotiations in the workplace. California, for example, passed a law in 2015 that requires … Read Salary Negotiations in the Era of Fair-Pay Laws
Negotiators: Resist Vividness Bias in Negotiations
Vividness bias is the tendency to overweight the vivid and prestigious attributes of a decision, such as salary or an employer’s status, and underweight less impressive issues, … Read This Post
How To Avoid a Business Contract Bidding War
Back in 2014, Nike was the undisputed king of superstar endorsements, dominating the field by paying top talent millions for the right to sell lines of collectible … Read How To Avoid a Business Contract Bidding War
Union Negotiations Show How to Bring Reluctant Parties to the Table
On April 24, 2013, an eight-story building in Bangladesh known as Rana Plaza collapsed, killing 1,134 people, many of them low-wage garment workers who made goods for … Read This Post
Check Out the International Investor-State Arbitration Video Course
Master Class on International Investor-State Arbitration: What is it? How Does it Work?
This two-hour video course is intended to teach students, legal practitioners, business executives, and government … Read This Post
Learning from BATNA Examples in Negotiation
How should you decide whether to accept or reject your counterpart’s final offer in negotiation? In their influential book, Getting to Yes: Negotiating Agreement Without Giving In, … Read Learning from BATNA Examples in Negotiation
The Power of a Simple Thank You in Negotiation
Expressions of gratitude have a number of positive effects, such as helping us savor pleasurable experiences, manage stress, and strengthen relationships, researchers have found. In negotiation and … Read The Power of a Simple Thank You in Negotiation