Learning from Children’s Negotiation Behavior
Does our childhood negotiation behavior inform how we bargain as adults? Recent experiments with child participants offer insights into the question, particularly surrounding cultural and gender differences. … Read Learning from Children’s Negotiation Behavior
Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals
Communication in negotiation is the means by which negotiators can achieve objectives, build relationships, and resolve disputes. Most negotiators know that it is the most important tool … Read This Post
5 Tips for Improving Your Negotiation Skills
The prospect of boosting our negotiation skills can be so overwhelming that we often delay taking the necessary steps we can follow to improve, such as taking … Read 5 Tips for Improving Your Negotiation Skills
What is Crisis Management in Negotiation?
Organizations often establish elaborate business crisis management plans. Through a rapid, centralized response, an organization can shift swiftly and efficiently from day-to-day operations into crisis-management mode, whether … Read What is Crisis Management in Negotiation?
Know Your BATNA: The Power of Information in Negotiation
Knowing when to walk away in a negotiation is some of the most powerful information in negotiation a negotiator can bring to the bargaining table – and … 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
A Dispute-Resolution Case Study: How Tom Petty and Sam Smith Avoided Litigation
Dispute-resolution efforts often escalate into expensive and time-consuming lawsuits. In 2014, musicians Tom Petty and Sam Smith avoided this trap with a collaborative approach. … Read This Post
The Anchoring Effect and How it Can Impact Your Negotiation
Goal setting affects performance. In a review of goal-setting research, negotiation scholars Deborah Zetik and Alice Stuhlmacher of DePaul University found that when negotiators set specific, challenging … Read This Post
Framing in Negotiation
So, you’ve offered what you think is a great deal, but your counterpart doesn’t seem to agree. What’s the problem? The offer may be excellent—it’s how you’ve … Read Framing in Negotiation
How to Negotiate a Business Deal
In late 2016 and early 2017, news stories abounded of companies that were having second thoughts about planned mega-mergers. Abbott Laboratories began looking for ways to exit … Read How to Negotiate a Business Deal
Crisis Communication Examples: What’s So Funny?
What’s the best way to respond to a public relations crisis? As recent crisis communication examples show, some organizations and individuals opt for humor, hoping some levity … Read Crisis Communication Examples: What’s So Funny?
Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions
A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation … Read This Post