15 Top Business Negotiations
Looking for negotiation examples in business to learn from—both mistakes to avoid and best practices? Here’s a list of 15 notable business negotiations from recent years. … Read 15 Top Business Negotiations
Negotiation Ethics in Business: Avoid Common Traps
We may think our negotiation ethics in business are above reproach, but all of us are susceptible to engaging in unethical negotiation tactics—sometimes without realizing it. Here’s … Read This Post
In Email Negotiations, When They’re Happy, Do You Know it?
One study by Hillary Anger Elfenbein (Washington University, St. Louis) found that negotiators detected emotions accurately only 58% of the time. That accuracy rate may be even … Read This Post
Body Language in Negotiation Can Build Rapport—Without Saying a Word
Whether or not you consider George W. Bush a skilled negotiator, no one can argue the savviness of his body language in negotiation situations, as film and … Read This Post
Entrepreneurs: Prepare for Challenging Conversations in Key Negotiation
Start-ups and individual entrepreneurs often encounter challenging conversations when negotiating with potential partners and investors. When you are trying to sell others on your big idea or … Read This Post
Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
Mediation is often thought of as a last step to adjudicate disputes. In this article, professor Lawrence Susskind spells out the hidden advantages of using mediation early … Read This Post
Renegotiation: When a Sweetheart Deal Isn’t So Sweet
It was perhaps “the sweetest of sweetheart deals” negotiated by a Major League Baseball (MLB) team, according to the New York Times. So why did the Kansas … Read This Post
Power in Negotiation: Research You Can Use
What sources of power in negotiation do you think are especially important when it comes to getting what you want and building a fruitful long-term business partnership?
Negotiated Agreements: Why You Should Limit Your Options
A process of finding your counterparts interests and reconciling them with your own. But what if you or your counterpart presents a myriad of options and offers … Read This Post
Dressing for Success: How Wealth and Status Cues Affect Business Negotiation
In business negotiations, we know we’re supposed to focus on substance: which issues matter to both sides, what each party can afford, what each side’s outside alternatives are, … Read This Post
For Women Negotiating Salary, “Do It Yourself” Sends the Wrong Message
For women negotiating salary, a stubborn statistic has persisted for decades: They earn significantly less than men. In 2017, the average woman took home only about 82 … Read This Post
A Bad Faith Negotiation Strategy Falls Apart
For some New York politicians, Amazon’s announcement on December 6, 2019, that it was leasing office space in Midtown Manhattan for more than 1,500 employees was proof … Read A Bad Faith Negotiation Strategy Falls Apart