Madeleine Albright’s Ways to Avoid Conflict In Negotiation: First, Put Yourself In Their Shoes
When parties can trade on their preferences across different issues, they reduce the need to haggle over price and percentages. But are there ways to avoid conflict … Read This Post
AI in Negotiation: Seven Lessons
The use of AI in negotiation is ramping up, with intriguing results. MIT professor Jared R. Curhan shares seven lessons that have emerged in practice, education, and … Read AI in Negotiation: Seven Lessons
How to Counter Offer Successfully With a Strong Rationale
In negotiation, some justifications are more persuasive than others, research suggests. And learning how to counter offer in the right way can make significant differences in outcomes. … Read This Post
Conflict Negotiation Strategies: When Do Employees Choose to Negotiate?
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
Managing Cultural Differences in Negotiation
It’s important to educate yourself about your counterpart’s culture so that you don’t risk offending her or seeming unprepared. At the same time, it would be a … Read Managing Cultural Differences in Negotiation
Conflict Management and Negotiation: Personality and Individual Differences That Matter
Although Elfenbein and her colleagues did find that negotiators performed at a similar level from one negotiation to the next, to their surprise, these scores were only … Read This Post
Does Small Talk in Negotiation Offer Big Gains?
According to conventional wisdom, small talk builds rapport and gets both sides a better deal in the end. But in fact, the question of whether to engage … Read Does Small Talk in Negotiation Offer Big Gains?
Interpersonal Conflict Resolution: Beyond Conflict Avoidance
To hear some tell it, we are experiencing an epidemic of conflict avoidance, finding new ways to walk away from conflict rather than engaging in interpersonal conflict … Read This Post
When a Job Offer is “Nonnegotiable”
Question: I am in my final year of business school and starting to prepare for job interviews. I have heard many of the organizations that recruit on … Read When a Job Offer is “Nonnegotiable”
What is Dispute System Design?
Dispute System Design (DSD) is the process of identifying, designing, employing, and evaluating an effective means of resolving conflicts within an organization. In order to be effective, … Read What is Dispute System Design?
Causes of Conflict: When Taboos Create Trouble
Among the many causes of conflict, taboo issues that arise in negotiation and other realms can be difficult to address. Here’s how to identify and broach these … Read Causes of Conflict: When Taboos Create Trouble
Dealing with challenging negotiators
Three research studies offer advice on how to cope with counterparts who display varying degrees of difficult behavior. … Read Dealing with challenging negotiators