Dear Negotiation Coach: Plan Ahead for Negotiation Mistakes
We recently had a question about some common negotiation mistakes people make while they’re still preparing for a negotiation. Kessely Hong, Senior Lecturer in Public Policy and … Read This Post
Howard Raiffa Taught Us About Decision-Making and Negotiation
If you’ve ever made a decision tree, engaged in risk analysis, or created a scoring system when preparing for a negotiation, you benefited from the work of … Read This Post
In Business Disputes, Conflict Resolution Styles Can Make All the Difference
Business disputes don’t have to be antagonistic. Nor does litigation need to be the go-to method of solving conflicts. Thoughtful negotiation can often often result in an … Read This Post
Dear Negotiation Coach: What Are the Benefits of a Handshake Agreement
In the past, and even today in some settings, a handshake agreement was as good as gold. While many agreements are now concluded with signatures and legal … Read This Post
For Hollywood Writers, a Heavily Negotiated Business Contract
In its negotiations for a new business contract with entertainment companies back in 2017, the Writers Guild of America (WGA) delivered at the bargaining table what many … Read This Post
Dear Negotiation Coach: Assessing Good Negotiation Skills
One way to improve your negotiation outcomes is to review your past negotiations. Even if you already have good negotiation skills, there are always areas where you … Read This Post
Dealing with Difficult People and Unethical Negotiation Tactics
The fallout from unfair and ill-advised negotiated agreements can reverberate for years to come, as the City of Miami learned from its 2009 stadium deal with former … Read This Post
Government Negotiations and Beyond: Using Carrots and Sticks Effectively
In 1987 government negotiations, U.S. president Ronald Reagan and Soviet General Secretary Mikhail Gorbachev took early steps to end the Cold War by signing the Intermediate-Range Nuclear … Read This Post
Facing an Email Negotiation? Take a Proactive Approach
As a format for complex deals, email negotiation has a bad reputation. Negotiators are more likely to deceive one another when using email, and they have trouble … Read This Post
Ask A Negotiation Expert: There’s More to the Wage Gap Than Women Negotiating Salary
In the United States, the gender wage gap for full-time workers amounts to women earning about 80 cents on the dollar as compared to men; similar or … Read This Post
Trump’s Negotiating Style as President-Elect
Donald J. Trump entered the Oval Office with considerable dealmaking experience in the business world. But his blank slate as an elected official combined with his fluctuating positions … Read Trump’s Negotiating Style as President-Elect
Ask the Negotiation Coach: Questioning Negotiation Dialogue
A common question around negotiation dialogue is how to elicit information from a counterpart. Here’s one such question from a reader:
I’ve been told that learning information about … Read This Post