Recent Posts

Dear Negotiation Coach: Having Difficult Conversations Online

By on / Conflict Resolution

Engaging in difficult conversations online about politics and other hot-button issues often spiral quickly into conflict, leaving us feeling misunderstood, angry, and sometimes even ashamed of our own behavior. We spoke to Harvard Law School lecturer Sheila Heen—coauthor of Thanks for the Feedback: The Science and Art of Receiving Feedback Well (Viking, 2014) and Difficult … Read More

Developing Negotiation Skills for Integrative Negotiations – Does Personality Matter?

By on / Negotiation Skills

Imagine that after some negative experiences at the bargaining table or if you are frustrated in your efforts to improve your negotiation skills, you’ve started to worry that you simply don’t have the right personality to be a great negotiator let alone a value-creating, integrative negotiations expert. The other party always seems to get the … Read More

Negotiating Strategies for Navigating Sensitive Topics

By on / Negotiation Skills

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

Ask A Negotiation Expert: How Can Women in the Workplace Gain Ground?

By on / Teaching Negotiation

Deborah Kolb, the Deloitte Ellen Gabriel Professor for Women in Leadership (Emerita) at Simmons College, shares strategies that women in the workplace can use to overcome pay and promotion gaps at work. Kolb is the coauthor (with Jessica L. Porter) of Negotiating at Work: Turn Small Wins into Big Gains (Jossey-Bass, 2015).

Past research has suggested that … Read More