In negotiation, we’re often advised that our most important source of power is our best alternative to a negotiated agreement, or BATNA. When we feel powerless, it’s often because we don’t have a strong alternative if the current deal falls apart or fails to meet our needs. The key to enhancing our power, therefore, is to … Read How to Make a Good Deal When You Lack Power 
In the course of a career, a negotiator will confront many skilled persuaders. Here, we review three defensive negotiation strategies a negotiator can employ. … Read More
Cross-cultural conflict resolution education has swung from top-down to bottom-up models in recent years. A new Negotiation Journal article calls for a more balanced approach. … Read More
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 minimally related to specific personality traits. And traits that are basically unchangeable, such as gender, ethnic background, and physical attractiveness, were not closely connected to people’s scores.
A small … Read More
Managers who are dealing with difficult employees would be wise to consider if those employees are facing unrealistic expectations. Giving them permission to detach after hours is an important first step, new research shows. … Read Dealing with Difficult Employees—or Burnout?
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 at the negotiation table? … Read More
How Do Parties in Conflict Negotiate Core Beliefs?
Identity and values-based disputes are particularly challenging to resolve, as identities are naturally inflexible and values are typically much less elastic than interest-based issues. In conventional interest-based negotiation, parties often do give up one thing in exchange for getting something they want more. This is often not possible … Read Negotiating Identity and Values-Based Disputes
To build his ambitious new AI lab, Meta CEO Mark Zuckerberg raided his competitors’ research teams. Will his aggressive employment negotiation strategy pay off or backfire? … Read More
Wondering how to negotiate pay in an interview or another type of hiring negotiation? Developing realistic salary expectations through careful research is a key aspect of the process. Here, we analyze a recent negotiation in the news for tips on how to negotiate pay. … Read How to Negotiate Pay in an Interview
New from the Teaching Negotiation Resource Center (TNRC), Ren the Robot is a one-and-a-half hour, two-party, multi-issue negotiation between a Tokyo-based robotics company, Grubotics, and a U.S.-based tech company, Delivered, over a potential acquisition deal. It is designed to be conducted using online video conferencing. The use of online video conference technology highlights the conveniences … Read More
Most of us feel compelled to respond honestly and completely to direct questions in negotiation, communication and conflict management, even when doing so could hurt us. If you are currently underpaid, for example, answering the first question truthfully is liable to keep you that way. … Read More
Conflicts over scarce resources are notoriously difficult to resolve. In dispute resolution, long-term thinking can help parties recognize their common goals, a case study from Europe suggests. … Read More
