A Negotiation Preparation Checklist
Without a doubt, the biggest mistake that negotiators make—and one that many make routinely—is failing to thoroughly prepare. When you haven’t done the necessary analysis and research, … Read A Negotiation Preparation Checklist
BATNA Strategy: Should You Reveal Your BATNA?
What’s your BATNA strategy for your next important negotiation? Here are six ways to use your best alternative to a negotiated agreement to your advantage. … Read BATNA Strategy: Should You Reveal Your BATNA?
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?
Check Out the All-In-One Curriculum Packages – Available for Some of Our Most Popular Simulations
Introducing a new way to go in-depth when teaching the most important negotiation concepts and to measure learning outcomes.
If you are new to teaching negotiation or are … Read This Post
Negotiation Location Contributes to a Troubled Climate Change Summit
Negotiation location is often treated as an afterthought. But as was evident in the rocky 2024 UN climate change conference, the choice of locale can make or … Read This Post
What Can Business Negotiators Learn from Principal Agent Theory?
Learn how to navigate the principal-agent relationship with these insights from negotiation research. … Read This Post
M&A Negotiation Strategy: Missed Opportunities in Musk’s Twitter Deal
Would Elon Musk buy Twitter or wouldn’t he? In mid-2022, that was the $44 billion dollar question at the heart of a legal battle between the Tesla … Read This Post
Top Business Negotiations: Apple’s Price-Fixing Defeat
Back in 2007, unhappy with Amazon’s low, flat price of $9.99 for e-books, five major U.S. publishers negotiated a new business model for e-book pricing with Apple, … Read This Post
Building Trust in Negotiations
How should you go about building trust in negotiations with a reluctant counterpart? A unique negotiation context offers lessons for trust building that can be applied to … Read Building Trust in Negotiations
Value Claiming in Negotiation
In most negotiations, we face two goals: claiming value and creating value. Value can be defined as anything you would like to get out a negotiation, whether … Read Value Claiming in Negotiation
Negotiation Research Says to Make Stronger First Offers in Multi-Issue Negotiations
Research suggests how to frame your opening offer for maximum advantage in multi-issue negotiations. … Read This Post
Trump’s Negotiating Style as President-Elect
Donald J. Trump entered the Oval Office with considerable dealmaking experience in the business world. But his blank slate as an elected official combined with his fluctuating positions … Read Trump’s Negotiating Style as President-Elect