Recent Posts

Success & Messes: Nancy Pelosi’s next-to-last stand

By on / Negotiation Skills

On February 14, the White House announced that President Donald Trump would sign a federal budget deal that included only a fraction of the funds he had demanded for a border wall with Mexico and attempt to secure the remaining wall funding by declaring a national emergency.

For many congressional Democrats, Trump’s capitulation on the budget— following … Read More 

Dressing for success: How wealth and status cues affect negotiation

By on / Negotiation Skills

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, how to build a strong relationship, and so forth. Yet we’re often swayed by more superficial, often irrelevant aspects of negotiation, such as the shape of the table, whether … Read More 

10 Negotiation Failures

By on / Negotiation Skills

negotiation

Here’s a list of some of the most notable negotiation flops – from deals that were over before they started, to those that were botched at the table, to those that proved disastrous well after the ink had dried. … Read More 

Building Trust in Negotiations

By on / Dealmaking

building trust in negotiations

Adapted from “Strike the Right Balance Between Trust and Cynicism,” by Harvard Business School professor Max H. Bazerman, first published in the Negotiation Briefings newsletter.

 Negotiators often must choose between trusting their counterparts and being cynical of their motives. The consequences of such decisions can be serious in dealmaking: trust too much, and you’ll lose big; … Read More 

Will You Avoid a Negotiation Impasse?

By on / Negotiation Skills

negotiation myths

In the summer of 2016, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according to Reuters. It reached that dubious milestone thanks to an epic negotiation impasse between Republican governor Bruce Rauner and the Democratic-controlled state legislature. The story of the negotiation … Read More 

Negotiation research you can use: When all we can see is red

By on / Dealing with Difficult People

The ability to take another person’s perspective is a valuable negotiation skill. Perspective taking enhances the discovery of joint gains in negotiation, makes groups more effective, reduces stereotypical thinking, and aids in conflict resolution, to name just a few benefits.

Some people are naturally better perspective takers than others, but all of us have the capacity to pay closer attention … Read More 

What To Do When Negotiations Hit a Wall

By on / Negotiation Skills

A budget impasse growing more adversarial by the day. A government shutdown that kept hundreds of thousands unpaid, suspended vital services, and damaged the economy. Presidential threats to bypass Congress and declare a national emergency.

How did we get there? The budget impasse in Washington, D.C., apparently started in 2014 when those advising Donald Trump on … Read More