In Email Negotiations, When They’re Happy, Do You Know it?
One study by Hillary Anger Elfenbein (Washington University, St. Louis) found that negotiators detected emotions accurately only 58% of the time. That accuracy rate may be even … Read This Post
Entrepreneurs: Prepare for Challenging Conversations in Key Negotiation
Start-ups and individual entrepreneurs often encounter challenging conversations when negotiating with potential partners and investors. When you are trying to sell others on your big idea or … Read This Post
Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
Mediation is often thought of as a last step to adjudicate disputes. In this article, professor Lawrence Susskind spells out the hidden advantages of using mediation early … Read This Post
Renegotiation: When a Sweetheart Deal Isn’t So Sweet
It was perhaps “the sweetest of sweetheart deals” negotiated by a Major League Baseball (MLB) team, according to the New York Times. So why did the Kansas … Read This Post
Power in Negotiation: Research You Can Use
What sources of power in negotiation do you think are especially important when it comes to getting what you want and building a fruitful long-term business partnership?
For Women Negotiating Salary, “Do It Yourself” Sends the Wrong Message
For women negotiating salary, a stubborn statistic has persisted for decades: They earn significantly less than men. In 2017, the average woman took home only about 82 … Read This Post
Register Now for the PON 40th Anniversary Symposium and Gala! Space is Limited
Celebrate our past, present, and future on Saturday, December 9th at two very special events for the Program on Negotiation 40th Anniversary
What began in 1983 as a small … Read This Post
Dispute Resolution: Building Momentum through Small Wins
Sometimes disputes are left to fester for years, even decades, until parties decide there is something to be gained from reaching agreement. In 2015, the nations of … Read This Post
Taking the Plunge: How a Controversial Business Partnership Agreement was Born
“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are just a few of the media’s characterizations of the business partnership agreement between wireless … Read This Post
The Deal-Making Process: Playing the Long Game
Do you have regrets about the deals that got away? If so, you might be newly motivated by the deal-making process of famed Hollywood movie and television … Read The Deal-Making Process: Playing the Long Game
Simple Conflict Management Tools Keep Order in the Senate
On January 19, 2018, the government was on the brink of a shutdown due to the Senate’s inability to agree on a spending bill. About 17 centrist … Read This Post
Emotions in Negotiation—Insincere and Real
When preparing for negotiation, we often overlook the role that our emotions and our counterpart’s emotions might play in the process. Two studies offer insights into aspects … Read Emotions in Negotiation—Insincere and Real