Negotiation Research You Can Use: For Effective Price Anchoring, Strive for Precision
The party that makes the first offer in a negotiation generally gets the best deal, multiple negotiation studies suggest. The first offer presented serves as an anchor … Read This Post
Ask A Negotiation Expert: Dealing With Conflict? Bring High-Level Values to the Table
Melvin Shakun is a management consultant, professor emeritus at New York University, and founding editor of the international journal Group Decision and Negotiation. He spoke with Negotiation … Read This Post
Negotiation Skills and Strategies: Winning Over Reluctant Counterparts
In the aftermath of the December 2012 killing of 20 children and six adults at Sandy Hook Elementary School in Newtown, Connecticut, then-president Barack Obama moved gun … Read This Post
When Armed with Power in Negotiation, Use It Wisely
The buzz of excitement that arose in February 2015 at the news that Harper Lee, author of the beloved novel To Kill a Mockingbird, would be publishing … Read This Post
Planning Your Syllabus for Next Semester? Check Out the Brief Course Outlines from the TNRC
Planning a new course for next semester or looking to reinvent a current one? Check out our brief course outlines to get started planning your syllabus.
The Teaching … Read This Post
Creative Negotiation Moves: When a Couple’s Deals Became One
Creative negotiation involves thinking outside the box—seeing the broader possibilities available beyond conventional practice. It’s perhaps no surprise, then, that industry outsiders often are best positioned to … Read This Post
Should Salary Expectations Be a Laughing Matter?
In salary negotiations, job candidates are often at a disadvantage relative to the hiring organization. Due to the well-documented anchoring effect, the first figure introduced into the … Read Should Salary Expectations Be a Laughing Matter?
Negotiation Mistakes: Apple TV’s Botched Expansion Deals
Apple isn’t used to making negotiation mistakes. The company has often found success by charging headfirst into unfamiliar industries, from book publishing to music to mobile phones, … Read This Post
When a Little Power is a Dangerous Thing
In 1975, Leigh Steinberg launched his career as a sports agent by proving that even a little power can be a dangerous thing. He faced what appeared … Read When a Little Power is a Dangerous Thing
Negotiation Mistakes: When Fear of Impasse Leads to Bad Deals
Experienced negotiators understand that they should reject any deal on the table that is inferior to their best alternative to a negotiated agreement, or BATNA. At an … Read This Post
Using Online Dispute Resolution and E-Mediation to Resolve Workplace Conflict
When their employees get into disagreements with one another, managers have various ways of coping. For example, they can try to mediate the dispute themselves; they can … Read This Post
In Negotiauctions, Try a Game-Changing Move
Often in business negotiations, we must compete not only with a counterpart across the table but also with others fighting for the same deal. A procurement officer … Read In Negotiauctions, Try a Game-Changing Move