Creative Deal Structuring: Negotiating Conditions
Creative deal structuring can transform an unappealing offer into one you’re happy to accept. Here’s how to negotiate deal conditions that will help get you more of … Read Creative Deal Structuring: Negotiating Conditions
Power and Negotiation: Advice on First Offers
Should you make the first offer in negotiation? It’s a perennial question, one that has attracted considerable debate. In a 2023 study published in the Negotiation Journal, … Read Power and Negotiation: Advice on First Offers
Dear Negotiation Coach: How Should I Handle an Early Offer Negotiation?
In a hot real estate market, sellers may find themselves determining the best way to engage in an early offer negotiation. We asked Leslie John, the Marvin … Read This Post
Check Out Videos from the PON 40th Anniversary Symposium on Negotiation Pedagogy, Practice, & Research
The PON 40th Anniversary Symposium featured presentations on the latest innovations in negotiation scholarship, pedagogy, and practice.
On December 9th, 2023, negotiation teachers, trainers, and practitioners from around … Read This Post
The Winner’s Curse: Avoid This Common Trap in Auctions
Imagine that a professor shows a jar full of coins to his class and announces he’s auctioning it off. Students are told they can write down a … Read This Post
Negotiation Journal celebrates 40th anniversary, new publisher, and diamond open access in 2024
The MIT Press is proud to announce it is the new publisher of Negotiation Journal, and that the journal will become a diamond open access publication in … Read This Post
Advice for Peace: Ending Civil War in Colombia
Check out this freely available video of Colombian President Juan Manuel Santos and his Peace Advisory Team as they discuss lessons learned from the Colombian peace process … Read Advice for Peace: Ending Civil War in Colombia
In Corporate Crisis Management, Don’t Forget Employees
Corporate crisis management is stressful for everyone involved—including employees. All organizations facing a crisis—from a pandemic to negative PR—can and should take steps to lessen the likelihood … Read This Post
Strategies to Resolve Conflict: Learning from Star Wars
When we think of conflict-management experts, we tend to think of mediators, lawyers, professors, and hostage negotiators. But what about Jedis, Wookiees, droids, and Sith? After all, … Read This Post
Group Negotiation Challenges and Solutions
Over several days in early January, 2023, Republican Kevin McCarthy lost 14 consecutive ballots in his bid to become Speaker of the U.S. House of Representatives but … Read Group Negotiation Challenges and Solutions
Value Creation in Negotiation: Capitalize on Multiple Issues
Between 2017 and 2019, the United Kingdom (U.K.) and the European Union (E.U.) negotiated the terms of Brexit, the U.K.’s official departure from the E.U. The talks … Read This Post
Star Wars Stories: George Lucas and a Strong BATNA, Passed Over
In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. When you are aware that you have an appealing … Read This Post