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?
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
Take your BATNA to the Next Level
If your current negotiation reaches an impasse, what’s your best outside option? Most seasoned negotiators understand the value of evaluating their BATNA, or best alternative to a … Read Take your BATNA to the Next Level
Negotiation Skills in Business Negotiation and Status Consciousness
Before and during your negotiation, think about who you’ve chosen as a reference group against which you measure yourself. Did you select the group purely to enhance your … 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
How to Manage Difficult Staff: Gen Z Edition
Wondering how to manage difficult staff? Some managers are having trouble with employees who entered the workforce during the Covid-19 pandemic. Here are some tips for dealing … Read How to Manage Difficult Staff: Gen Z Edition
Daniel Kahneman Showed Negotiators a More Rational Path
The late psychologist Daniel Kahneman, with his research partner Amos Tversky, spurred a scientific revolution in economics by pinpointing predictable ways in which intuition impairs our judgment. … Read This Post
Negotiating Identity and Values-Based Disputes
How Do Parties in Conflict Negotiate Core Beliefs?
Identity and values-based disputes are particularly challenging to resolve, as identities are naturally inflexible and values are typically much less … Read Negotiating Identity and Values-Based Disputes
Employment Negotiations: To Poach or Not to Poach?
To build his ambitious new AI lab, Meta CEO Mark Zuckerberg raided his competitors’ research teams. Will his aggressive employment negotiation strategy pay off or backfire? … Read This Post
5 Types of Negotiation Skills
Business people who are looking for effective negotiation strategies often confront a dizzying array of advice. It can be useful to take a step back and categorize … Read 5 Types of Negotiation Skills