Michael Scott, Negotiation Genius? Lessons from TV Negotiations
Business negotiators can get useful advice from a variety of sources, from books to blogs to training and classes—and even, as it turns out, from TV shows. … Read This Post
For Women Negotiating Salary, “Do It Yourself” Sends the Wrong Message
For women negotiating salary, a stubborn statistic has persisted for decades: They earn significantly less than men. In 2017, the average woman took home only about 82 … Read This Post
A Bad Faith Negotiation Strategy Falls Apart
For some New York politicians, Amazon’s announcement on December 6, 2019, that it was leasing office space in Midtown Manhattan for more than 1,500 employees was proof … Read A Bad Faith Negotiation Strategy Falls Apart
Register Now for the PON 40th Anniversary Symposium and Gala! Space is Limited
Celebrate our past, present, and future on Saturday, December 9th at two very special events for the Program on Negotiation 40th Anniversary
What began in 1983 as a small … Read This Post
6 Bargaining Tips and BATNA Essentials
The best bargaining tips taught by the experts should offer ways to enhance your bargaining power in negotiation. To do this, you must cultivate a strong BATNA, … Read 6 Bargaining Tips and BATNA Essentials
Team Negotiation: Tackle Common Pitfalls
When a team negotiates on behalf of an organization, it can often achieve more than an individual would, thanks to team members’ cumulative knowledge and experience. Yet … Read Team Negotiation: Tackle Common Pitfalls
How to Control Your Emotions in Conflict Resolution
To guard against acting irrationally or in ways that can harm you, authors of Beyond Reason: Using Emotions As You Negotiate Roger Fisher and Daniel Shapiro advise … Read This Post
Negotiation Logistics: Best Practices for Better Deals
Negotiators are often so intent on preparing for the substance of a negotiation—researching the other party, analyzing their alternatives, and so on—that they neglect to devote adequate … Read This Post
Dispute Resolution: Building Momentum through Small Wins
Sometimes disputes are left to fester for years, even decades, until parties decide there is something to be gained from reaching agreement. In 2015, the nations of … Read This Post
Beyond Walking Away: Facing a Hardball Strategy Head-on
In 2014, prosecutors for the United States alleged that Jesse Litvak, a former bond trader for Jefferies & Co., of using a hardball strategy that included lies … Read This Post
Ripeness Theory in Dispute Resolution: Seizing the Day
The longer a dispute drags on, the less likely a collaborative solution often appears to be. But that view may be pessimistic: At a certain point, the … Read This Post
For Greater Value Creation, Look Beyond Your BATNA
For value creation in negotiation, you may need to look beyond your greatest source of power. You may have learned— perhaps in this newsletter or in Roger … Read This Post