negotiations

Setting Standards in Negotiations

| | Salary Negotiations

As the starting point from which all commercial transactions occur, from purchasing equipment to setting salaries, negotiatiosn in business is an essential skill no matter what field … Read Setting Standards in Negotiations

women

Should Women “Lean In” to Create More Value in Negotiations?

| | Dealmaking

Back in early 2008, Facebook founder and CEO Mark Zuckerberg began thinking about hiring Sheryl Sandberg, a vice president at Google and a former chief of staff … Read This Post

International Business Negotiation Case Studies

Top 10 International Business Negotiation Case Studies

| | International Negotiation

International business negotiation case studies offer insights to business negotiators who face challenges in cross-cultural business negotiation. … Read This Post

how to solve intercultural conflict

How to Solve Intercultural Conflict

| | International Negotiation

The question of how to solve intercultural conflict is one of the most difficult ones facing negotiators. Misunderstandings and disputes caused by cultural differences can further complicate … Read How to Solve Intercultural Conflict

Great Negotiators

Negotiating a Salary When Compensation Is Public

| | Salary Negotiations

Faced with the prospect of negotiating a salary with a new employer, job candidates often feel anxious, confused, and tentative. Historically, organizations have tended to keep information … Read Negotiating a Salary When Compensation Is Public

technology in negotiation

Does Using Technology in Negotiation Change Our Behavior?

| | Negotiation Skills

Technology has infiltrated almost every element of our negotiations, as it has almost every aspect of our lives. Negotiation scholars have studied how negotiating via technological media … Read This Post

negotiation

Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation

| | Negotiation Skills

In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative … Read This Post

negotiation myths

Will You Avoid a Negotiation Impasse?

| | Negotiation Skills

In the summer of 2016, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according … Read Will You Avoid a Negotiation Impasse?

Charismatic leadership

Charismatic Leadership: Weighing the Pros and Cons

| | Leadership Skills

Jack Welch. Lee Iacocca. Ronald Reagan. Steve Jobs. Sam Walton. These prominent leaders from the 1980s embodied a leadership style held up at the time as highly … Read This Post

cross-cultural situations

How to Negotiate in Cross-Cultural Situations

| | Leadership Skills

Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension … Read How to Negotiate in Cross-Cultural Situations

online mediation

Using E-Mediation and Online Mediation Techniques for Conflict Resolution

| | Mediation

Suppose you want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but for various reasons, meeting … Read This Post

how to deal with cultural differences in negotiations

How to Deal with Cultural Differences in Negotiation

| | Business Negotiations

When figuring out how to deal with cultural differences in negotiation, it helps to consider the cultural prototypes represented at the bargaining table—but individual differences count, as … Read This Post