emotional intelligence

Emotional Intelligence as a Negotiating Skill

| | Negotiation Skills

The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have … Read Emotional Intelligence as a Negotiating Skill

negotiation

Conflict Negotiation Strategies: When Do Employees Choose to Negotiate?

| | Dispute Resolution

How does the desire to negotiate stack up against other workplace decision-making procedures? Negotiation seems to be the preferred decision-making mechanism when employees are seeking individually tailored … Read This Post

win-win negotiation

For NFL Players, a Win-Win Negotiation Contract Only in Retrospect?

| | Win-Win Negotiations

How did the NFL Players association and team owners come to an eventual win-win negotiated agreement? In this article we explore the strategies each side used to … Read This Post

Great Negotiator Christiana Figueres

New Great Negotiator Case and Video: Christiana Figueres, former UNFCCC Executive Secretary

| | Teaching Negotiation

The Program on Negotiation (PON) at Harvard Law School periodically presents the Great Negotiator Award to an individual whose lifetime achievements in the field of negotiation and … Read This Post

Principled Negotiation

Principled Negotiation: Focus on Interests to Create Value

| | Negotiation Skills

Inexperienced negotiators and even many experienced negotiators tend to assume they have a choice between two main strategies: negotiate in a tough, demanding manner or in a … Read This Post

good cop, bad cop negotiation

The Good Cop, Bad Cop Negotiation Strategy

| | BATNA

The good cop, bad cop negotiation strategy is common in sales negotiations and other competitive contexts. Learn to identify and defuse this persuasion ploy when it’s tried … Read The Good Cop, Bad Cop Negotiation Strategy

negotiations

The Importance of Power in Negotiations: Taylor Swift Shakes it Off

| | Dispute Resolution

In negotiation, our success often hinges on our bargaining power—which in turn can depend on forces beyond our control. That truism was highlighted in two recent disputes … Read This Post

renegotiation

What Leads to Renegotiation?

| | Dealmaking

Renegotiation is generally triggered for one of two reasons: an imperfect contract or changed circumstances. The goal of any written contract is to express the parties’ full … Read What Leads to Renegotiation?

a win. win situation

To Achieve a Win-Win Situation, First Negotiate with Yourself

| | Negotiation Skills

In business negotiations, our actions and reactions often go against creating a win-win situation. Self-examination can help, writes Getting to Yes author William Ury in his book, … Read This Post

intercultural barriers

Solutions for Avoiding Intercultural Barriers at the Negotiation Table

| | Business Negotiations

Even with a common language and the best of intentions, business negotiators from different cultures face special challenges. Try these solutions for avoiding intercultural barriers when preparing … Read This Post

bad faith negotiation

In Corporate Crisis Management, Don’t Forget Employees

| | Business Negotiations

Corporate crisis management is stressful for everyone involved—including employees. All organizations facing a crisis—from a pandemic to negative PR—can and should take steps to lessen the likelihood … Read This Post

anchoring

What is Anchoring in Negotiation?

| | Negotiation Skills

What exactly is anchoring in negotiation, and how does it play out at the bargaining table? Consider this anchoring bias example from Harvard Business School and Harvard … Read What is Anchoring in Negotiation?