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
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
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
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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