We love giving out negotiation tips. A negotiation daily reader once asked us, “All the negotiation advice I read says that I should listen and ask questions in negotiations. That makes sense, and I mean to. But once the other side starts talking, I often find myself telling them what they left out or why … Read More

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. The pair also made key contributions to our understanding of negotiation. … Read More

New technologies bring new business models—and often, lawsuits follow. Various disputes involving ebooks in recent years highlight the need to approach negotiations carefully so that you can minimize the need for conflict resolution. … Read Conflict Resolution in the Ebook Era

Hard bargaining in negotiation is often touted as the best way to get what you want when all else fails. But as recent news stories illustrate, hard bargaining often backfires unless used in tandem with more collaborative strategies. … Read Hard Bargaining in Negotiation

Business negotiations require intensity and focus. Unfortunately, the level of focus required to work through complex issues with our counterparts across the table often leads us to forget about the importance of selling the deal to outsiders. … Read Selling the Deal to Outsiders

Think about the last time you engaged in an otherwise cordial bargaining session that reached an impasse. Maybe you were far apart on price or disagreed about who was responsible for a serious problem. In such cases, parties often have different views about what constitutes fairness in negotiation.

That’s what happened in 2014, when negotiators from … Read More

Looking back at our list of 10 Notable Negotiations of 2021, which includes a few bargaining highs amid the many lows. Challenged by pandemic-era uncertainty, mounting political divides, and other obstacles, negotiators had difficulty coming together in 2021. … Read 10 Notable Negotiations of 2021

Creative deal structuring can transform an unappealing offer into one you’re happy to accept. Here’s how to negotiate deal conditions that will help get you more of what you want. … Read Creative Deal Structuring: Negotiating Conditions

Often, disputing parties are unable achieve satisfactory or sustainable outcomes on their own through direct negotiation, and require the assistance of a mediator or facilitator. Mediators can help parties involved in a dispute through examining the issues at hand, uncovering the parties’ underlying interests, and identifying creative solutions. To act as mediator requires a great … Read More

Should you make the first offer in negotiation? It’s a perennial question, one that has attracted considerable debate. In a 2023 study published in the Negotiation Journal, researchers Yossi Maaravi, Ben Heller, and Aharon Levy find that negotiators’ relative power affects their first offers. Here, we take a closer look at issues related to power … Read Power and Negotiation: Advice on First Offers

In a hot real estate market, sellers may find themselves determining the best way to engage in an early offer negotiation. We asked Leslie John, the Marvin Bower Professor of Business Administration at the Harvard Business School, to answer a question regarding this topic.

Q: I’m selling my house in a seller’s market. As is the … Read More