Discussing Salary At Work
Have you ever been tempted into discussing salary at work? Have you revealed how much you earn to a coworker? Your answer to these questions may depend … Read Discussing Salary At Work
Unethical Negotiation Tactics: Are You Prepared for Dirty Tricks?
Unethical negotiation tactics are often difficult to detect at the bargaining table. But with advance knowledge of how they unfold, you can prepare to defuse them. … Read This Post
Closing the Deal in Negotiations: 3 Tips for Sequential Dealmaking
After closing the deal in negotiations, we often feel a sense of pride. Imagine, for example, that you are a purchasing agent who just scored a significant … Read This Post
International Negotiations and Cognitive Biases in Negotiation
In discussing international negotiations and cognitive biases in negotiation, professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, highlights in a negotiation research literature review, … Read This Post
In Business Negotiations, Eat Before You Negotiate
When preparing for your next business negotiation, you may want to strategize not only about what you’ll put on the bargaining table, but also how much food … Read This Post
Repairing Relationships Using Negotiation Skills
Negotiation is not only something we do at work; often the toughest negotiations we encounter are in our personal lives. Some of the most successful negotiation examples … Read Repairing Relationships Using Negotiation Skills
Leadership Styles in Negotiation: The Case of Ebay and Paypal
Having the leadership skills to identify shared interests and build them into an agreement often gets both sides to deliver on the terms of a deal. … Read This Post
Arbitration vs Mediation: What’s Wrong with Traditional Arbitration?
Arbitration vs mediation: Traditionally, the arbitrator is not limited to selecting one of the parties’ contract proposals but may determine the contract terms on his own. If … Read This Post
A Business Negotiation Case Study: Ending the NHL Lockout
How can negotiators overcome impasse and achieve win-win negotiated agreements at the bargaining table? This example illustrates the power of expanding the focus of the negotiations by … Read This Post
Leadership Skills in Negotiation: How to Negotiate Equity Incentives with Senior Management
How can you use your leadership skills in negotiation to divide the pie of resources with those that helped you grow it in the first place? In … Read This Post
The Negotiation Journal Wants to Hear From You!
The Negotiation Journal would like your feedback on their Fall 2022 issue.
The Negotiation Journal is a quarterly peer-reviewed journal published by the Program on Negotiation at Harvard … Read The Negotiation Journal Wants to Hear From You!
Power in Negotiation: Examples of Being Overly Committed to the Deal
When you’re more tightly bound to an agreement than your counterpart is, trouble could follow in negotiation. Manage your escalation of commitment—and level the playing field. … Read This Post