Simplify Multiparty Negotiations with Stakeholder Alignment
In multiparty negotiations, encouraging key stakeholders to communicate their interests is the key to success. Brandeis University professor Joel Cutcher-Gershenfeld explains how to do so. … Read This Post
Learning from Ethical Leadership Failures at Boeing
Ethical leadership has proven to be elusive at Boeing, but why? Recent analyses have uncovered common psychological biases that can keep leaders—and all of us—from meeting our … Read This Post
Relationship-Building in Negotiation
Forging close bonds typically helps negotiators reach better deals, work together effectively over time, and manage conflict—yet negotiators often rush through the process of relationship-building in negotiation. … Read Relationship-Building in Negotiation
Trust in Negotiation: Does Gender Matter?
It can be difficult to assess whether to trust a counterpart in negotiation. As a result, we often fall back on unreliable information, such as gender stereotypes, … Read Trust in Negotiation: Does Gender Matter?
Learn from the Best with the Great Negotiator Case Studies
No one can provide perspective on conflict resolution like experts who have been involved in some of the world’s most complex negotiations. Since 2001, the Program on Negotiation … Read This Post
Deception in Negotiation
Lying in negotiations is both an ethical and strategic risk. Rather than misrepresenting the truth, a better approach is to reshape reality to align with your goals, … Read Deception in Negotiation
Casino Two: Updated Version of Casino Available from the TNRC
Gender can play a complex role in workplace dynamics, and so teaching students about how to approach these issues is critical. The Casino simulation, available from the Teaching … Read This Post
The Winner’s Curse: Will You Be Its Next Victim?
The winner’s curse can lead us to overpay in auctions—and fear of the winner’s curse can lead to other problems. Here’s advice on addressing this common risk … Read This Post
Teach Your Students How to Have Difficult Conversations Over Email
Negotiating over email has its own unique challenges and opportunities. For example, people often assume that the emails they have sent are read immediately and so experience … Read This Post
Move Beyond Impasse in Negotiation
Facing impasse in negotiation? During the 2018-2019 U.S. government shutdown, Program on Negotiation experts analyzed the impasse and offered solutions that can be applied to a wide … Read Move Beyond Impasse in Negotiation
When Business Negotiations Fall Flat
Business negotiations fail for many reasons. An attempted merger between Renault and Fiat Chrysler collapsed, despite its potential benefits, because of the failure to consider how it … Read When Business Negotiations Fall Flat
Negotiation Tools and Techniques: Research Roundup
Recent negotiation research offers negotiation tools and techniques to use in your business negotiations to make strong opening offers, negotiate effectively online, and boost your sense of … Read This Post