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
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
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
An International Negotiation Process Leads to a Fragile Agreement in Ukraine
Ever since Russia blockaded the Black Sea at the start of its war on Ukraine, most of Ukraine’s abundant grain harvest has been trapped in silos, far … Read This Post
For Dispute Resolution, Consider a Lawyer Trained as a Mediator
If you needed a lawyer to help you settle a business dispute, would you prefer (a) one who was completely partisan toward your point of view or … Read This Post
Dear Negotiation Coach: Which Negotiation Closing Techniques Will Get Me To The Finish Line?
When it seems we are on the cusp of closing a deal, we sometimes overlook the fact that there are still a number of important issues to … Read This Post
Are Introverts at a Disadvantage in Negotiation?
Are extroverts by nature better negotiators than introverts? Or are they at a disadvantage in negotiation? As we’ll see, the answer is far from decided. However, we … Read Are Introverts at a Disadvantage in Negotiation?
Ask A Negotiation Expert: Rebel Negotiation with Professor Francesca Gino
In her book, Rebel Talent: Why It Pays to Break the Rules at Work and in Life (Dey Street Books, 2018), Francesca Gino, the Tandon Family Professor … Read This Post
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We want to be sure that the Teaching Negotiation Resource Center (TNRC) at … Read We Want Your Feedback!
Managing Difficult Negotiations: Lessons from the 2015-2017 Illinois Budget Impasse
On July 6, 2017, the state of Illinois finally resolved a 793-day budget impasse, the longest such impasse in U.S. history. The economically devastating stalemate between Republican … Read This Post
Dear Negotiation Coach: Breaking Bad News in Negotiation
Like it or not, we sometimes have to deliver bad news in negotiation. We spoke with Leslie John, Associate Professor at Harvard Business School, to find out … Read This Post
Harborco All-In-One Curriculum Package Now Available!
Introducing a new way to go in-depth when teaching the most important negotiation concepts and to measure learning outcomes.
If you are new to teaching negotiation or are … Read This Post