negotiation tactics

Aggressive Negotiation Tactics: Threats at the Bargaining Table

| | Daily, Negotiation Skills

Broadly speaking, a threat is a proposition that issues demands and warns of the costs of noncompliance. Even if neither party resorts to them, potential threats shadow … Read This Post

negotiator's dilemma

Managing the “Negotiator’s Dilemma” with Multiple Equivalent Simultaneous Offers

| | Negotiation Skills

There are two common perspectives on negotiation that can seem at odds, leaving negotiators to decide between these options. But one way around this negotiator’s dilemma is … Read This Post

Mediation

How Mediation Can Help Resolve Pro Sports Disputes

| | Mediation

Worldwide, mediation has become a common means of resolving conflict, ranging from divorce to workplace disputes to broken contracts. Yet mediation remains an underused tool for resolving … Read This Post

Negotiations

When Not to Show Your Hand in Negotiations

| | Negotiation Skills

Here, we consider four types of information that may be best kept under wraps: sensitive or privileged information, information that isn’t yours to share, information that diminishes … Read When Not to Show Your Hand in Negotiations

types of mediation

Types of Mediation: Choose the Type Best Suited to Your Conflict

| | Mediation

When parties involved in a serious conflict want to avoid a court battle, there are types of mediation can be an effective alternative. In mediation, a trained … Read This Post

negotiation techniques

Negotiation Techniques: The First Offer Dilemma in Negotiations

| | Dealmaking

The first offer dilemma in negotiations – should you make the first offer? Few questions related to negotiation techniques and negotiation strategies have yielded more academic attention … Read This Post

negotiation planning process

In the Negotiation Planning Process, to Capture the Force, be Patient

| | Business Negotiations

Sometimes the negotiation planning process will take longer than expected to get the best results. The negotiation planning process behind Disney’s acquisition of Lucasfilm suggest the value … Read This Post

Women Negotiators

Challenges Facing Women Negotiators

| | Leadership Skills

On the average, women often obtain less favorable or advantageous outcomes at the bargaining table when compared with their male counterparts. … Read Challenges Facing Women Negotiators

dealmaking

5 Dealmaking Tips for Closing the Deal

| | Dealmaking

What should you do when you’ve done everything right, but you still aren’t closing the deal? Here are some dealmaking tips. … Read 5 Dealmaking Tips for Closing the Deal

international negotiation

Top International Negotiation Examples: The East China Sea Dispute

| | International Negotiation

Even when negotiators believe they sincerely want to reach an outcome that is fair to all, their perceptions of what constitutes a fair agreement are likely to … Read This Post

Power Asymmetry and Principal Agent Video

Power Asymmetry and the Principal Agent Problem

| | Teaching Negotiation

This video simulation on power asymmetry and principal agent dynamics by Professor Lawrence Susskind and Robert Wilkinson was designed to give students insights into the challenges surrounding … Read Power Asymmetry and the Principal Agent Problem

guitar playing

Persuasion in Negotiation: How Tracy Chapman Was Convinced to Play at the 2024 Grammys

| | Negotiation Skills

Tracy Chapman’s surprise performance of her 1988 hit song “Fast Car” alongside country star Luke Combs electrified the 2024 Grammy Awards. Combs’ cover had introduced the award-winning … Read This Post