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
Bargaining Power in Negotiations: Leveling the Playing Field
Powerful negotiators can be formidable opponents. That’s in part because their bargaining power in negotiations—such as a high position in a hierarchy, wealth, or a great BATNA (best alternative to a negotiated agreement)—gives them considerable leverage. In addition, powerful individuals tend to demand more for themselves, in violation of fairness norms. Here’s a closer look … Read More
When a Little Power is a Dangerous Thing
In 1975, Leigh Steinberg launched his career as a sports agent by proving that even a little power can be a dangerous thing. He faced what appeared to be a tough negotiation with the Atlanta Falcons. The team had chosen Steinberg’s client, rookie quarterback Steve Bartkowski, as their first pick in the first round of … Read When a Little Power is a Dangerous Thing
Tired of Liars? Promote More Ethical Negotiation Behavior
Promoting ethical negotiation behavior is one of the steps we can take to reduce the odds that someone will try to deceive us, and is likely to be a more fruitful strategy than trying to improve our ability to detect lies. … Read More
Ask A Negotiation Expert: How Conversational Receptiveness Might Bridge Our Divide
In the United States and elsewhere, people with very different worldviews on politics seem hopelessly and dangerously divided. A skill called “conversational receptiveness,” which involves using certain language to show you’re willing to thoughtfully engage with opposing views, can help lessen tensions. … Read More
The Hidden Pitfalls of Video Negotiation
It used to be that when negotiating counterparts were located far apart, one side or the other would need to get in a car, train, or plane if the parties wanted to do business face-to-face. These days, you only need to set up a videoconference on an app such as Zoom or Google Hangouts to … Read The Hidden Pitfalls of Video Negotiation
Negotiation Mistakes: When Fear of Impasse Leads to Bad Deals
Experienced negotiators understand that they should reject any deal on the table that is inferior to their best alternative to a negotiated agreement, or BATNA. At an auto dealership, for example, you shouldn’t buy a used car if you are pretty sure you can get a better deal on a comparable car elsewhere. Yet in … Read More
When Our “Principles” Crash up Against our Negotiation Goals
It’s not uncommon for us to get caught up in the “principle” of a negotiation, and forget all about our negotiation goals. Here is a cautionary tale of a years-long battle to keep the public away from a beach the owner had never even visited, and it stands as an extreme case study of how … Read More
Fostering Constructive Conflict in Team Negotiation
Conflict can, indeed, be an asset in team negotiation and decision- making, but only if it’s managed constructively. … Read More
The Qualities of a Good Mediator: Abrasiveness?
Is abrasiveness one of the qualities of a good mediator? That’s the question posed by to Francesca Gino, Tandon Family Professor of Business Administration at Harvard Business School. Here is the original question and Dr. Gino’s answer. … Read The Qualities of a Good Mediator: Abrasiveness?
How Timing Can Influence the Anchoring Effect
Back on July 11, 2000, we were offered an excellent case study on the anchoring effect when U.S. president Bill Clinton welcomed Israeli Prime Minister Ehud Barak and Palestinian Authority Chairman Yasser Arafat to a summit at Camp David aimed at resolving the Israeli-Palestinian conflict once and for all. The summit covered various contentious issues, … Read How Timing Can Influence the Anchoring Effect
Using Online Dispute Resolution and E-Mediation to Resolve Workplace Conflict
When their employees get into disagreements with one another, managers have various ways of coping. For example, they can try to mediate the dispute themselves; they can make use of in-house procedures and systems set up for managing disputes, if they exist; or they can refer the case to a professional mediator. … Read More