What Can Business Negotiators Learn from Principal Agent Theory?
Learn how to navigate the principal-agent relationship with these insights from negotiation research. … Read This Post
Top Business Negotiations: Apple’s Price-Fixing Defeat
Back in 2007, unhappy with Amazon’s low, flat price of $9.99 for e-books, five major U.S. publishers negotiated a new business model for e-book pricing with Apple, … Read This Post
Building Trust in Negotiations
How should you go about building trust in negotiations with a reluctant counterpart? A unique negotiation context offers lessons for trust building that can be applied to … Read Building Trust in Negotiations
Trump’s Negotiating Style as President-Elect
Donald J. Trump entered the Oval Office with considerable dealmaking experience in the business world. But his blank slate as an elected official combined with his fluctuating positions … Read Trump’s Negotiating Style as President-Elect
Mind Matters in Negotiation
It’s no secret that the mindset we bring to our negotiations can affect our outcomes. Recent research on the anchoring effect and meditation suggests how adjustments to … Read Mind Matters in Negotiation
Teaching Contract Negotiation: Using the Mutual Gains Approach
How do you use the mutual gains approach in contract negotiations?
In contract negotiations, parties can often resort to positional bargaining instead of using the mutual gains approach. … Read This Post
How to Make a Good Deal When You Lack Power
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 … Read How to Make a Good Deal When You Lack Power
The Top Three Defensive Negotiation Strategies You Need to Know
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 This Post
Is Cross-Cultural Conflict Resolution Education Collaborative Enough?
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 This Post
Conflict Management and Negotiation: Personality and Individual Differences That Matter
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 … Read This Post
Dealing with Difficult Employees—or Burnout?
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 … Read Dealing with Difficult Employees—or Burnout?
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