Ethics in Negotiation: Avoid Complicity in Wrongdoing
When we think about our own ethics in negotiation, we tend to focus on the ethical and legal lines we may be at risk of crossing through … Read This Post
How Your Communication Style Impacts Value Creation
In negotiation, we bring our unique personalities and styles to the table. A reserved, cautious person is likely to bargain differently than someone who is outgoing and … Read This Post
Dear Negotiation Coach: Managing Expectations of Our Own
When we negotiate for others, managing expectations is often part of our job, especially if they aren’t familiar with the sometimes complex nature of negotiations. Similarly, we … Read This Post
BATNA Strategy: Negotiating When Negotiation Is Not the Norm
Many U.S. law schools are in crisis, to hear some tell it. During the recent recession, many law firms instituted mass layoffs and pay cuts, and few … Read This Post
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
Dear Negotiation Coach: What Happens When a Business Contract Falls Apart?
We recently received a question from a reader regarding a business contract conflict. Robert Mnookin, Williston Professor of Law at Harvard Law School, chair of the Program … Read This Post
Negotiation Research: Using Hypothetical Questions in Aggressive Negotiations
Even when we’re engaged in aggressive negotiations, we can still frame things to keep the proceedings amicable. In a paper published in the Negotiation Journal, University of Amsterdam … Read This Post
3 Keys to Effective Leadership in Difficult Negotiations
A medical facility might not be the first place you think of for effective leadership in a negotiation. But that’s precisely what took place between a doctor … Read This Post
Dear Negotiation Coach: How Can You Simplify Complex Negotiations with Stakeholder Alignment?
In complex, multiparty negotiations, the task of value creation can quickly become overwhelming because of the large number of parties and interests at stake. An emerging process … Read This Post
The Role of Leadership in Negotiation: The Case of the U.S. Rail Negotiations
When a negotiator or team is attempting to reach a deal or engage in dispute resolution on behalf of their organization, the question of whether and when … Read This Post
Job Negotiation Advice from Leading Ladies
Thanks to a series of cultural events and news stories, job negotiation advice has become a hot topic among women professionals and businesspeople more generally. First came … Read Job Negotiation Advice from Leading Ladies
Dear Negotiation Coach: Managing Perceptions
Sometimes a negotiation is all about managing perceptions. As this question below shows, focusing a counterpart on his own BATNA can persuade him to reduce the intensity … Read Dear Negotiation Coach: Managing Perceptions