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
The Good Cop, Bad Cop Negotiation Strategy
The good cop, bad cop negotiation strategy is common in sales negotiations and other competitive contexts. Learn to identify and defuse this persuasion ploy when it’s tried … Read The Good Cop, Bad Cop Negotiation Strategy
What Makes a Good Mediator?
What makes a good mediator? And how is it that mediators—who themselves lack any power to impose a solution—nevertheless often lead bitter disputants to agreement? … Read What Makes a Good Mediator?
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
Dealmaking and the Anchoring Effect in Negotiations
The following question regarding the anchoring effect was asked of Program on Negotiation faculty member and Harvard Business School and Harvard Law School professor Guhan Subramanian. … Read This Post
5 Tips for Improving Your Negotiation Skills
The prospect of boosting our negotiation skills can be so overwhelming that we often delay taking the necessary steps we can follow to improve, such as taking … Read 5 Tips for Improving Your Negotiation Skills
In Contract Negotiations, Agree on How You’ll Disagree
During the course of a complex negotiation, the last thing we want to think about is the possibility that a serious disagreement or contract breach will arise … Read This Post
Emotional Triggers: How Emotions Affect Your Negotiating Ability
Imagine you’re about to negotiate with a competing firm about a possible merger, but will need to combat emotional triggers. You enter the conference room and find … Read This Post
Mind Matters in Negotiation
It’s no secret that the mindset we bring to our negotiations can affect our outcomes. Recent research on the anchoring effect and meditation suggests how adjustments to … Read Mind Matters in Negotiation
How to Counteroffer in Business Negotiation
Imagine you’ve received a salary offer for a new job that’s less than you’d hoped for, or a client has delivered a “take it or leave it” … Read How to Counteroffer in Business Negotiation