Individual Differences in Negotiation—and How They Affect Results
Negotiation advice is often “one size fits all,” yet we approach negotiations with vastly different experiences and traits. How do individual differences in negotiation play out? In … Read This Post
Negotiation Analysis: The US, Taliban, and the Bergdahl Exchange
The exchange between the United States and the Taliban of Sergeant Bowe Bergdahl for five Taliban leaders held at Guantanamo Bay, Cuba, represented the first public prisoner … Read This Post
Effective Negotiation Strategies for Dealing with Competitors
In the business world, organizations take competition for granted, to the extent that they often overlook opportunities to meet their goals by working with one another. But … Read This Post
Dealing with Difficult People and Negotiation: When Should You Give Up the Fight?
Negotiators often fail to recognize when it’s time to walk away from a negotiation dispute – a trap that can squander time, money, and reputations. In a … Read This Post
Online Mediation: A Work in Progress
Online mediation became commonplace during the pandemic, but remains understudied in comparison to in-person mediation. As this mode of practice evolves, two researchers examine its pros and … Read Online Mediation: A Work in Progress
Conflict Styles: From Avoidance to Collaboration
Stuck in a protracted conflict? A better understanding of common conflict styles, based on the Thomas-Kilmann Conflict Mode Instrument, could lead to a breakthrough. … Read Conflict Styles: From Avoidance to Collaboration
Dealing with Cultural Barriers in Business Negotiations
If you negotiate regularly on the job, you probably have engaged in multiple business negotiations with counterparts from other cultures. Negotiating across cultural barriers can significantly expand … Read This Post
Causes of Conflict: When Taboos Create Trouble
Among the many causes of conflict, taboo issues that arise in negotiation and other realms can be difficult to address. Here’s how to identify and broach these … Read Causes of Conflict: When Taboos Create Trouble
Conflict Management Skills When Dealing with an Angry Public
When negotiators get along well, creative problem solving is easy. When they become upset, however, they seem to forget everything they know about finding joint gain, to … Read This Post
Challenges Facing Women Negotiators
Historically, women have faced significant hurdles in employment negotiations. Here’s what we know about these barriers, plus strategies leaders can use to improve fairness in the workplace. … Read Challenges Facing Women Negotiators
A Case Study of Conflict Management and Negotiation
In this case study of conflict management, the Program on Negotiation offers advice drawn from negotiation research about forming negotiating teams and avoiding conflicts within teams and … Read This Post
For Sellers, The Anchoring Effects of a Hidden Price Can Offer Advantages
Imagine yourself in a dilemma that only a privileged few get to experience: You’ve fallen in love with a dazzling, one-of-a-kind home that’s on the market, but … Read This Post