Communication Breakdowns: When All We Can See is Red
Miscommunication often leads to impasse in negotiation. When we don’t understand what the other party wants, we can grow frustrated by their perceived lack of cooperation with … Read This Post
Negotiation as Your BATNA: The Syrian Civil War and Crisis Negotiations
Sometimes your best alternative to a negotiated agreement (BATNA) is realizing that the negotiation itself is worth the risk. Back in May 2012, the United States and … Read This Post
Beware the Winner’s Curse in Auctions
In 2017, Amazon announced it was taking bids from cities interested in being the site of its second headquarters, known as HQ2. The online behemoth said it … Read Beware the Winner’s Curse in Auctions
Salary Negotiations in the Era of Fair-Pay Laws
In recent years, some U.S. states have passed fair-pay laws that affect salary negotiations in the workplace. California, for example, passed a law in 2015 that requires … Read Salary Negotiations in the Era of Fair-Pay Laws
Negotiators: Resist Vividness Bias in Negotiations
Vividness bias is the tendency to overweight the vivid and prestigious attributes of a decision, such as salary or an employer’s status, and underweight less impressive issues, … Read This Post
Union Negotiations Show How to Bring Reluctant Parties to the Table
On April 24, 2013, an eight-story building in Bangladesh known as Rana Plaza collapsed, killing 1,134 people, many of them low-wage garment workers who made goods for … Read This Post
Four Ways to Manage Conflict in the Workplace
Samantha was livid. While making a presentation during a meeting that both attended, Brad, a newcomer in her department, had shared some slides during a presentation that … Read Four Ways to Manage Conflict in the Workplace
How to Portray Confidence in Negotiation So You Don’t Look Desperate
In our negotiations, we all regularly cope with counterparts who try too hard—such as salespeople who pester us with phone calls or show up at our office … Read This Post
How to Deal with a Hardball Strategy When You Have a Weak BATNA
In negotiation, visions of collaborating to create new sources of value can quickly evaporate when the other party engages in a hardball strategy—such as penalizing us financially, … Read This Post
How To Create a Better Deal in International Bargaining Situations
On April 19, 2013, after what was undoubtedly an intensive series of international bargaining and negotiation sessions, Toyota announced that it would begin manufacturing its Lexus luxury … Read This Post
15 Top Business Negotiations
Looking for negotiation examples in business to learn from—both mistakes to avoid and best practices? Here’s a list of 15 notable business negotiations from recent years. … Read 15 Top Business Negotiations
Negotiation Ethics in Business: Avoid Common Traps
We may think our negotiation ethics in business are above reproach, but all of us are susceptible to engaging in unethical negotiation tactics—sometimes without realizing it. Here’s … Read This Post