Women and Negotiation: Narrowing the Gender Gap in Negotiation
Men tend to achieve better economic results in negotiation than women, negotiation research studies have found overall. Such gender differences are generally small, but evidence from the … Read This Post
Dispute Resolution Example: The Chicago Symphony’s Contract Dispute
A dispute resolution example involving the musicians of the Chicago Symphony Orchestra and management highlights the potential value of involving an influential mediator in negotiations. … Read This Post
Using the Anchoring Heuristic to Make Impactful First Offers
Due to the anchoring heuristic, the first offer in a negotiation has a strong influence on the final outcome. Negotiation research suggests how to craft your first … Read This Post
Alternative Dispute Resolution: Values-Based Role Play Simulations for Improving Mediation Skills
Three role-play simulations focus on the mediation of values-based disputes. … Read This Post
How to Negotiate Salary: 3 Winning Strategies
The question of how to negotiate salary seems to preoccupy negotiators more than any other—and with good reason, considering how dramatically even a small salary increase can … Read How to Negotiate Salary: 3 Winning Strategies
How Much Does Personality in Negotiation Matter?
We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality … Read How Much Does Personality in Negotiation Matter?
Political Negotiation: Negotiating with Bureaucrats
Though officials may claim otherwise, they often have a certain amount of discretion when interpreting laws and making decisions. In government and political negotiation, you therefore must … Read This Post
Servant Leadership and Warren Buffett’s Giving Pledge
Discover how Warren Buffett used servant leadership and negotiation strategy to build the Giving Pledge and mobilize global philanthropy. … Read This Post
Dealing with challenging negotiators
Three research studies offer advice on how to cope with counterparts who display varying degrees of difficult behavior. … Read Dealing with challenging negotiators
In Aggressive Negotiations, Hypothetical Questions Can Unlock Value
Contentious or aggressive negotiations are notoriously hard to manage. But research suggests that presenting a hypothetical solution in the form of a question can open up opportunities … Read This Post
Robert McKersie: An Enduring Negotiation Legacy
Key Insights
A pioneering scholar: Robert B. McKersie, who passed away in July 2026 at age 96, was a foundational figure in modern negotiation and industrial relations.
… Read Robert McKersie: An Enduring Negotiation Legacy
Charismatic Leadership: Weighing the Pros and Cons
Jack Welch. Lee Iacocca. Ronald Reagan. Steve Jobs. Sam Walton. These prominent leaders from the 1980s embodied a leadership style held up at the time as highly … Read This Post
