Recent Posts

The Pitfalls of Negotiations Over Email

By on / Conflict Resolution

online

Negotiation research suggests that email often poses more problems than solutions when it comes to relationships, information exchange, and outcomes in conflict resolution negotiation scenarios. First, establishing social rapport via email can be challenging. The lack of nonverbal cues and the dearth of social norms regarding its use can cause negotiators to be impolite and … Read More 

Negotiating Identity and Values-Based Disputes

By on / Teaching Negotiation

conflict resolution

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 elastic than interest-based issues. In conventional interest-based negotiation, parties often do give up one thing in exchange for getting something they want more. This is often not possible … Read More 

How to Get a Great Deal When Trust is Low

By on / Dealmaking

Negotiators from Western cultures, such as the United States, tend to be trusting. They’re often open to sharing information with counterparts, and expect ideas to flow freely. But in many other cultures, negotiators tend to be less trusting and more cautious about sharing information about their interests.

Of course, there are many ways to build trust … Read More 

When Negotiations is a Love Song

By on / Dealmaking

On Valentine’s Day, 1945, Matilda Genevieve Scaduto, the 20-year- old granddaughter of Sicilian immigrants, was working the elevator at a Milwaukee hotel when she met a traveling violinist named Boudleaux Bryant. He started calling her Felice, saying it suited her better than Matilda because she was happy all the time, according to American Songwriter magazine. … Read More 

Learning from crisis negotiations

By on / Crisis Negotiations

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In crisis negotiations, we typically face a number of difficult decisions. Should we try to negotiate on our own or team up with others with shared goals? Should we take time to drive a hard bargain or try to wrap up talks as quickly as possible? How can we account for uncertainty and risk in … Read More 

Negotiating Strategies for Navigating Sensitive Topics

By on / Negotiation Skills

negotiating strategies

When devising negotiating strategies, some topics seem off-limits: difficult to bring up and perhaps impossible to resolve. Consider the following anecdotes:
– In the process of negotiating an acquisition that would include key personnel, members of the buyer’s team are concerned about rumors that a top executive from the target firm has a serious drinking problem … Read More 

How to Negotiate in Cross-Cultural Situations

By on / Leadership Skills

cross-cultural situations

Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension to any negotiation, introducing language barriers, differences in body language and dress, and alternative ways of expressing pleasure or displeasure with the elements of a deal. As a … Read More