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
Taking the Plunge: How a Controversial Business Partnership Agreement was Born
“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are just a few of the media’s characterizations of the business partnership agreement between wireless … Read This Post
In Real-Life Conflict Scenarios, Promote Constructive Dissent
Real-life conflict scenarios can keep groups from being effective. But at a press conference on March 6, Trump suggested that any conflict within the White House has … Read This Post
The Deal-Making Process: Playing the Long Game
Do you have regrets about the deals that got away? If so, you might be newly motivated by the deal-making process of famed Hollywood movie and television … Read The Deal-Making Process: Playing the Long Game
Simple Conflict Management Tools Keep Order in the Senate
On January 19, 2018, the government was on the brink of a shutdown due to the Senate’s inability to agree on a spending bill. About 17 centrist … Read This Post
Emotions in Negotiation—Insincere and Real
When preparing for negotiation, we often overlook the role that our emotions and our counterpart’s emotions might play in the process. Two studies offer insights into aspects … Read Emotions in Negotiation—Insincere and Real
Negotiation Research: To Curb Deceptive Tactics in Negotiation, Confront “Paranoid Pessimism”
Business negotiators often worry about deceptive tactics in negotiation, and understandably so. The potential for being lied to or swindled can be high in negotiation, given that … Read This Post
Choose Your Negotiation Agent With Care
A good negotiation agent can be hard to find. Three New York art dealers and a Russian billionaire learned that lesson the hard way in negotiations over … Read Choose Your Negotiation Agent With Care
Expert Job Negotiation Advice for Long-Term Success
When you enter a job negotiation, what goals are foremost on your mind? If you’re like most people, you are primarily preoccupied with making a great impression … Read This Post
5 Common Negotiation Mistakes and How You Can Avoid Them
Sometimes our negotiation mistakes are glaring: We accidentally reveal our bottom line, criticize the other party when patience was warranted, or get our numbers mixed up. More … Read This Post
Consensus On the Court Through Team Negotiation
“It’s my job to call balls and strikes, and not to pitch or bat,” Supreme Court chief justice John Roberts famously said at his 2005 confirmation hearing. … Read Consensus On the Court Through Team Negotiation