Skills of negotiation

Skills of Negotiation: Launching a Quick Campaign

| | Negotiation Skills

Advice on how to negotiate a job offer often focuses on the candidate’s perspective, offering compensation negotiation tips and guidance on adding other issues to the discussion. … Read Skills of Negotiation: Launching a Quick Campaign

negotiations

Negotiating Public Disputes

| | Teaching Negotiation

How Negotiation Can Impact Public Perceptions
Companies and governments alike can experience strong public resistance to new initiatives, or fierce public backlash to mistakes. How should they deal … Read Negotiating Public Disputes

compensation negotiation tips

Compensation Negotiation Tips: Lessons from Broadway

| | Salary Negotiations

Compensation negotiation tips often revolve around encouraging job candidates to ask for a higher salary and teaching them how to frame their salary requests. But negotiators who … Read This Post

Dear Negotiation Coach: Coordinating Teams to Get Everyone in the Same Frames

| | Negotiation Training

Q: I lead a team of approximately 50 lawyers in the in-house legal department of a Fortune 500 company. As our team gets larger, reflecting the company’s … Read This Post

Right of First Refusal: A Tool to Negotiate with Care

| | Negotiation Skills

Among many useful negotiation skills and strategies, a right of first refusal can often benefit negotiators. In a right of first refusal, the right holder is typically … Read This Post

Mediation Hire a Mediator

Dear Negotiation Coach: To Get Unstuck, Hire a Mediator

| | Mediation

Most business people understand the value of using mediation to resolve conflicts, but did you know that professional mediators can help you reach an agreement during the … Read This Post

selling a business

Dear Negotiation Coach: When Selling a Business, Use Data

| | Business Negotiations

Selling a business can be an emotional, complicated process. The more you know about your organization and how it fits into the world around you, the better … Read This Post

hard bargaining

When Hard-Bargaining Isn’t Enough

| | Dispute Resolution

Leonardo da Vinci’s painting Salvator Mundi has long been shrouded in mystery. The 16th-century portrait of Jesus Christ periodically disappeared over hundreds of years before being mistakenly … Read When Hard-Bargaining Isn’t Enough

Q&A with William Ury, author of Getting To Yes With Yourself

| | Teaching Negotiation

Are You Your Own Worst Enemy?
We interviewed William Ury, co-founder of the Program on Negotiation, one of the world’s leading experts on negotiation, and bestselling author of … Read This Post

negotiation table

Dear Negotiation Coach: When Time is Not Money at the Negotiation Table

| | International Negotiation

Q: I have been doing a lot of business deals in the Middle East and elsewhere in Asia. With all due respect, negotiations seem to drag on … Read This Post

the anchoring heuristic

The Anchoring Heuristic: Anchoring for Maximum Effect

| | Negotiation Skills

It’s said that you never get a second chance to make a great first impression, and that certainly can be the case in negotiation. A weak handshake … Read This Post

m&a negotiation tactics

M&A Negotiation Tactics: In Discovery-WarnerMedia Deal, AT&T Tries, Tries Again

| | Business Negotiations

It was a dramatic about-face. In mid-2018, AT&T finalized its $85 billion purchase of Time Warner after successfully fighting off U.S. government antitrust lawsuits. Just less than … Read This Post