Interest-Based Negotiation: In Mediation, Focus on Your Goals
How can you get through to people who seem uninterested in finding common ground? How can you deal with seemingly irrational negotiators who use insults, threats, and … Read This Post
Now Available: Full Videos from the AI Negotiation Summit
On March 8 and 9, 2025, the Program on Negotiation (PON) convened leading practitioners and scholars on artificial intelligence (AI) and negotiation to present their cutting-edge research … Read This Post
BATNA Analysis Can Help You Avoid the Agreement Trap
In both our personal and our business negotiations, “getting to yes” is typically the ultimate goal. Negotiation research and advice tend to focus on identifying the conditions … Read This Post
Solutions for Avoiding Intercultural Barriers at the Negotiation Table
Even with a common language and the best of intentions, business negotiators from different cultures face special challenges. Try these solutions for avoiding intercultural barriers when preparing … Read This Post
5 Ways to Be a More Strategic Business Partner
If you’re looking to be a strategic business partner, you need to have your eyes and ears open at all times. … Read 5 Ways to Be a More Strategic Business Partner
Dealing with Difficult People – Even When You Don’t Want To
Dealing with difficult people is one of the most unpleasant challenges a negotiator can face. Here’s what to do when a demanding negotiating partner stands in the … Read This Post
Conflict Resolution in the Ebook Era
New technologies bring new business models—and often, lawsuits follow. Various disputes involving ebooks in recent years highlight the need to approach negotiations carefully so that you can … Read Conflict Resolution in the Ebook Era
At the Louvre, a Negotiation Campaign Paints a Fuller Portrait
A negotiation campaign, mounted by curators at the Louvre Museum to bring Leonardo da Vinci paintings to a major 2019 exhibit, proved incredibly complex but, ultimately, rewarding. … Read This Post
Try a Contingent Contract if You Can’t Agree on What Will Happen
In negotiation, all the goodwill, trust, and cooperation you create can seem useless if you and your negotiating counterpart disagree about how future events may play out. … Read This Post
Power Asymmetry and the Principal Agent Problem
This video simulation on power asymmetry and principal agent dynamics by Professor Lawrence Susskind and Robert Wilkinson was designed to give students insights into the challenges surrounding … Read Power Asymmetry and the Principal Agent Problem
Dear Negotiation Coach: Determining the Right Compensation Offer After a Disaster
In multiparty negotiations, questions of fairness often loom large. At a 2019 Program on Negotiation panel, administrators of victim-compensation funds discussed how they work to ensure survivors … Read This Post
Parker-Gibson All-In-One Curriculum Package is Now Available!
New to Teaching Negotiation?
If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Parker-Gibson All-In-One Curriculum Package will provide you with … Read This Post