How Your Communication Style Impacts Value Creation
In negotiation, we bring our unique personalities and styles to the table. A reserved, cautious person is likely to bargain differently than someone who is outgoing and … Read This Post
BATNA Strategy: Negotiating When Negotiation Is Not the Norm
Many U.S. law schools are in crisis, to hear some tell it. During the recent recession, many law firms instituted mass layoffs and pay cuts, and few … Read This Post
Dear Negotiation Coach: What Happens When a Business Contract Falls Apart?
We recently received a question from a reader regarding a business contract conflict. Robert Mnookin, Williston Professor of Law at Harvard Law School, chair of the Program … Read This Post
3 Keys to Effective Leadership in Difficult Negotiations
A medical facility might not be the first place you think of for effective leadership in a negotiation. But that’s precisely what took place between a doctor … Read This Post
The Role of Leadership in Negotiation: The Case of the U.S. Rail Negotiations
When a negotiator or team is attempting to reach a deal or engage in dispute resolution on behalf of their organization, the question of whether and when … Read This Post
Job Negotiation Advice from Leading Ladies
Thanks to a series of cultural events and news stories, job negotiation advice has become a hot topic among women professionals and businesspeople more generally. First came … Read Job Negotiation Advice from Leading Ladies
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