Price Anchoring

Price Anchoring 101

| | Negotiation Skills

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

leadership and communication

The Inseparable Link Between Effective Leadership and Communication

| | Negotiation Skills

Effective leadership and communication go hand in hand, especially when it comes to negotiating a leadership role in an organization. … Read This Post

all-in-one

Check Out the All-In-One Curriculum Packages!

| | Teaching Negotiation

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

| | Business Negotiations

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

The Trait Theory of Leadership

| | Leadership Skills

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

Distributive Bargaining Strategies

| | Negotiation Skills

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

logrolling

Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains

| | Mediation

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

Political Negotiation: Negotiating with Bureaucrats

| | International Negotiation

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

How to Create Win-Win Situations

| | Win-Win Negotiations

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

Introductory Negotiation

Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations

| | Teaching Negotiation

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

arbitration agreement

What is an Arbitration Agreement?

| | Conflict Resolution

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?

personality in negotiation

How Much Does Personality in Negotiation Matter?

| | Negotiation Skills

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?