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
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
Negotiating Identity and Values-Based Disputes
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 … Read Negotiating Identity and Values-Based Disputes
How to Negotiate Pay in an Interview
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 … Read How to Negotiate Pay in an Interview
New Simulation: International Business Acquisition Negotiated Online
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 … Read This Post
Communication and Conflict Management: Responding to Tough Questions
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 … Read This Post
The Winner’s Curse: Will You Be Its Next Victim?
The winner’s curse can lead us to overpay in auctions—and fear of the winner’s curse can lead to other problems. Here’s advice on addressing this common risk … Read This Post
Why First Impressions Matter in Negotiation
Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly … Read Why First Impressions Matter in Negotiation
Don’t Fall for Bad-Faith Bargaining
In 2017, Amazon encouraged cities to compete for the prize of hosting its second headquarters, dubbed HQ2—but the contest that followed had the hallmarks of bad-faith bargaining. … Read Don’t Fall for Bad-Faith Bargaining
NEW! from the Negotiation Journal: Special Issue, “Why It Worked”
This special issue of the Negotiation Journal presents global research on why certain peace efforts succeed. Drawing from five universities, it explores identity, leadership, environment, informal talks, … Read This Post
