Fairness in Negotiation

By on / Negotiation Skills

fairness in negotiation

Imagine that you and your business partner agree to sell your company. You end up getting an offer that pleases you both, so now you face the enviable task of splitting up the rewards. How do you ensure that there is fairness in negotiation? … Read More 

Why First Impressions Matter in Negotiation

By on / Negotiation Skills

negotiation

Even when not based in reality, the expectation that someone is “tough” or “cooperative” becomes a self-fulfilling prophecy at the bargaining table. When you approach an allegedly tough competitor with suspicion and guardedness, he is likely to absord these expectations and become more competitive. … Read More 

Power in Negotiation: The Impact on Negotiators and the Negotiation Process

By on / Negotiation Skills

power plays

According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Read More 

Mediation Training: What Can You Expect?

By on / Mediation

mediation training

Organizations have long recognized the value of hiring professional mediators to help resolve disputes. More and more, managers have begun to also see value in securing mediation training for themselves and their employees. Although there are times when the services of an unbiased, professional mediator are needed, there may also be instances in which employees … Read More 

Dealing with Difficult People? Negotiation Lessons from Ronald Reagan

By on / Conflict Resolution

negotiation

In recent months, U.S. President Barack Obama and other world leaders have struggled to find a winning strategy to convince Russian President Vladimir Putin to back away from his aggressions toward Ukraine. In a Wall Street Journal editorial, Ken Adelman, U.S. President Ronald Reagan’s ambassador to the United Nations and arms-control director, writes that recently … Read More 

The Best New Simulations

By on / Teaching Negotiation

How to Respond to Questions

Looking to update your curriculum with innovative new simulations? Check out these new simulations from the Teaching Negotiation Resource Center (TNRC).
Camp Lemonnier – New Simulation
This two party, three hour, non-scoreable negotiation is between the U.S. Defense Attaché and the Djiboutian Deputy Minister of Foreign Affairs over the potential lease renewal for a key strategic military … Read More