Should Women “Lean In” to Create More Value in Negotiations?
Back in early 2008, Facebook founder and CEO Mark Zuckerberg began thinking about hiring Sheryl Sandberg, a vice president at Google and a former chief of staff … Read This Post
Negotiated Agreements: Why You Should Limit Your Options
A process of finding your counterparts interests and reconciling them with your own. But what if you or your counterpart presents a myriad of options and offers … Read This Post
Dressing for Success: How Wealth and Status Cues Affect Business Negotiation
In business negotiations, we know we’re supposed to focus on substance: which issues matter to both sides, what each party can afford, what each side’s outside alternatives are, … Read This Post
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