Top 10 Notable Negotiations
In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, … Read Top 10 Notable Negotiations
How to Make a Good Deal When You Lack Power
In negotiation, we’re often advised that our most important source of power is our best alternative to a negotiated agreement, or BATNA. When we feel powerless, it’s often … Read How to Make a Good Deal When You Lack Power
A Token Concession: In Negotiation, the Gift that Keeps on Giving
When making concessions in negotiation, we tend to assume that a concession must really cost us, financially or otherwise, for the other side to take notice and … Read This Post
Appealing to Sympathy When Dealing with Difficult Situations
Imagine that you are about to enter into a negotiation. Unbeknown to your counterpart, the stakes are particularly high because you are dealing with difficult situations behind … Read This Post
Negotiation Case Studies: Google’s Approach to Dispute Resolution
Here’s a great example on how to avoid litigation by pursuing negotiation with your counterparts. In the face of antitrust charges, Google’s guiding principle for dispute resolution … Read This Post
The Top Three Defensive Negotiation Strategies You Need to Know
In the course of a career, a negotiator will confront many skilled persuaders. Here, we review three defensive negotiation strategies a negotiator can employ. … Read This Post
Is Cross-Cultural Conflict Resolution Education Collaborative Enough?
Cross-cultural conflict resolution education has swung from top-down to bottom-up models in recent years. A new Negotiation Journal article calls for a more balanced approach. … Read This Post
Conflict Management and Negotiation: Personality and Individual Differences That Matter
Although Elfenbein and her colleagues did find that negotiators performed at a similar level from one negotiation to the next, to their surprise, these scores were only … Read This Post
Dealing with Difficult Employees—or Burnout?
Managers who are dealing with difficult employees would be wise to consider if those employees are facing unrealistic expectations. Giving them permission to detach after hours is … Read Dealing with Difficult Employees—or Burnout?
Conflict Resolution Scenarios: Negotiating Values
The most heated types of conflict in organizations and in our personal lives often concern our core values, such as our personal moral standards, our religious and … Read Conflict Resolution Scenarios: Negotiating Values
When a Job Offer is “Nonnegotiable”
Question: I am in my final year of business school and starting to prepare for job interviews. I have heard many of the organizations that recruit on … Read When a Job Offer is “Nonnegotiable”
Union Strikes and Dispute Resolution Strategies
When a conflict looms, it can be tempting for each side to try to make unilateral decisions on key issues because of the belief that negotiations with … Read Union Strikes and Dispute Resolution Strategies