Dear Negotiation Coach: Managing Perceptions
Sometimes a negotiation is all about managing perceptions. As this question below shows, focusing a counterpart on his own BATNA can persuade him to reduce the intensity … Read Dear Negotiation Coach: Managing Perceptions
The Opposite of Autocratic Leadership Styles
While the advantages and disadvantages of leadership styles are not always readily apparent, one thing is certain – being decisive while avoiding autocratic leadership tactics is necessary … Read The Opposite of Autocratic Leadership Styles
Business Negotiation Skills: How to Deal with a Failing Business Partnership
It had seemed like the beginning of a fruitful relationship. In April 2012, six wealthy businessmen teamed up to buy the Philadelphia Inquirer and several affiliated businesses … Read This Post
Alternative Dispute Resolution (ADR): Negotiating for the Right Mediator
Knowing what to look for in a mediator is key to successful dispute resolution. Know what qualities to look for, the purpose of the mediator, and how … Read This Post
Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?
To get an idea or innovation off the ground takes strong business negotiation skills as an entrepreneur.
Yet, in their book Entrepreneurial Negotiation: Understanding and Managing the Relationships … Read This Post
Dear Negotiation Coach: Managing Expectations With Work Assignments
Managers often find themselves managing expectations in the workplace. Sometimes, however, managing expectations isn’t just about employees and staff, it can be about our own ideas of … Read This Post
A Negotiation Impasse Between England and France Leads to Skirmish Over Scallops
When parties are fighting for scarce resources, disputes can become intense. Negotiation is often the answer, but agreements may need to be continually revisited to keep the … Read This Post
Dear Negotiation Coach: Eliminating Unconscious Biases at Work By Naming Them
Black men and women continue to be vastly underrepresented in leadership roles in corporate America due to unconscious biases in the workplace, amongst other reasons that may … Read This Post
Negotiation Research Says to Make Stronger First Offers in Multi-Issue Negotiations
Should you make the first offer in a negotiation? What about multi-issue negotiations?
It’s not a trivial question. The negotiator who makes the first offer can powerfully anchor … Read This Post
Emotional Intelligence in Negotiation
You feel a little nervous during your first meeting with a new colleague, Steve, to negotiate a long-term project to be co-managed by your respective divisions, but … Read Emotional Intelligence in Negotiation
Labor Relations: Negotiating Collective Bargaining Agreements
Contract bargaining in labor relations is one of the most complex areas of negotiation and dispute resolution. There are rarely clear cut or mutually agreed upon notions … Read This Post
Dear Negotiation Coach: Building Trust with Reluctant Counterparts
Tetsushi Okumura is a professor at the Tokyo University of Science and has been a visiting scholar at Northwestern University’s Kellogg School of Management. His research articles … Read This Post