Price Anchoring 101
Opening offers have a strong effect in price negotiations. The first offer typically serves as an anchor that strongly influences the discussion that follows. In research documenting … Read Price Anchoring 101
The Inseparable Link Between Effective Leadership and Communication
Effective leadership and communication go hand in hand, especially when it comes to negotiating a leadership role in an organization. … Read This Post
Check Out the All-In-One Curriculum Packages!
Introducing a new way to go in-depth when teaching the most important negotiation concepts and to measure learning outcomes.
If you are new to teaching negotiation or are … Read Check Out the All-In-One Curriculum Packages!
Increase Your Power in Negotiation
In July 2019, the U.S. Federal Trade Commission (FTC), the country’s consumer protection agency, voted to fine Facebook roughly $5 billion for mishandling its users’ personal data. … Read Increase Your Power in Negotiation
The Trait Theory of Leadership
Are great leaders born or made? The question has fascinated scholars for nearly two centuries and spawned many theories.
The trait theory of leadership, which dates to the … Read The Trait Theory of Leadership
Distributive Bargaining Strategies
Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, … Read Distributive Bargaining Strategies
Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
Logrolling is the act of trading across issues in a negotiation. Logrolling requires that a negotiator knows his or her own priorities, but also the priorities of … Read This Post
Political Negotiation: Negotiating with Bureaucrats
Though officials may claim otherwise, they often have a certain amount of discretion when interpreting laws and making decisions. In government and political negotiation, you therefore must … Read This Post
How to Create Win-Win Situations
In business negotiation, a win-win agreement may be the ultimate goal, but it can sometimes prove elusive. Here, we offer four strategies from experts at the Program … Read How to Create Win-Win Situations
Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations
Introductory negotiation courses are taught in law and business schools around the world, but are also increasingly taught to undergraduates and in all types of corporate settings. … Read This Post
What is an Arbitration Agreement?
If you have ever owned a cell phone or been issued a credit card, odds are you’ve signed an arbitration agreement. You also may have signed an … Read What is an Arbitration Agreement?
How Much Does Personality in Negotiation Matter?
We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality … Read How Much Does Personality in Negotiation Matter?