Tired of Liars? Promote More Ethical Negotiation Behavior
Promoting ethical negotiation behavior is one of the steps we can take to reduce the odds that someone will try to deceive us, and is likely to … Read This Post
Ask A Negotiation Expert: How Conversational Receptiveness Might Bridge Our Divide
In the United States and elsewhere, people with very different worldviews on politics seem hopelessly and dangerously divided. A skill called “conversational receptiveness,” which involves using certain … Read This Post
The Hidden Pitfalls of Video Negotiation
It used to be that when negotiating counterparts were located far apart, one side or the other would need to get in a car, train, or plane … Read The Hidden Pitfalls of Video Negotiation
Negotiation Mistakes: When Fear of Impasse Leads to Bad Deals
Experienced negotiators understand that they should reject any deal on the table that is inferior to their best alternative to a negotiated agreement, or BATNA. At an … Read This Post
When Our “Principles” Crash up Against our Negotiation Goals
It’s not uncommon for us to get caught up in the “principle” of a negotiation, and forget all about our negotiation goals. Here is a cautionary tale … Read This Post
Fostering Constructive Conflict in Team Negotiation
Conflict can, indeed, be an asset in team negotiation and decision- making, but only if it’s managed constructively. … Read This Post
The Qualities of a Good Mediator: Abrasiveness?
Is abrasiveness one of the qualities of a good mediator? That’s the question posed by to Francesca Gino, Tandon Family Professor of Business Administration at Harvard Business … Read The Qualities of a Good Mediator: Abrasiveness?
How Timing Can Influence the Anchoring Effect
Back on July 11, 2000, we were offered an excellent case study on the anchoring effect when U.S. president Bill Clinton welcomed Israeli Prime Minister Ehud Barak … Read How Timing Can Influence the Anchoring Effect
How Collaborative Leadership Helped Former Competitors Profit
Industry rivals need to strike a balance between maximizing profits through competition and cooperating on ways to strengthen their market. Become overly competitive, and they risk fostering … Read This Post
Using Online Dispute Resolution and E-Mediation to Resolve Workplace Conflict
When their employees get into disagreements with one another, managers have various ways of coping. For example, they can try to mediate the dispute themselves; they can … Read This Post
Threats in Negotiation: When and How to Make Effective Threats
What should you do when the other party won’t give you what you want in negotiation? Many negotiating tactics are available: Offer multiple proposals to find out what … Read This Post
Madeleine Albright’s Ways to Avoid Conflict In Negotiation: First, Put Yourself In Their Shoes
When parties can trade on their preferences across different issues, they reduce the need to haggle over price and percentages. But are there ways to avoid conflict … Read This Post