Negotiation Research: When Many BATNAs Are Worse Than One
Negotiators are often taught that the more alternatives they have, the more fortunate they are. If it’s good to have one strong best alternative to a negotiated … Read This Post
Dear Negotiation Coach: How Can I Improve My Cross-Cultural Negotiation Skills?
Q: Because of the nature of my business, I regularly engage in negotiations across cultures—and the results can be disappointing. After recently losing an important deal in … Read This Post
Bakra Beverage All-In-One Curriculum Package is Now Available!
New to Teaching Negotiation?
If you are new to teaching negotiation or are looking to go in-depth on the fundamental negotiation concepts, the Bakra Beverage All-In-One Curriculum Package will provide … Read This Post
Dear Negotiation Coach: Making Budget Negotiations Add Up
Budget negotiations aren’t always as static as they seem at first, as one of our readers discovered. Especially in a field where “low-cost” providers can race to … Read This Post
Job Negotiation Advice to Help You Succeed
One of the more interesting segues to job negotiation advice emerged from the December 2014 leaks of hacked Sony Pictures data and an e-mail revealing a young … Read Job Negotiation Advice to Help You Succeed
Ask A Negotiation Expert: Trends in Merger and Acquisition Strategies
We recently spoke with Guhan Subramanian, the Joseph H. Flom Professor of Law and Business at Harvard Law School and the H. Douglas Weaver Professor of Business … Read This Post
When Strategies to Resolve Conflict in the Workplace Backfire
When employees lack effective strategies to resolve conflict in the workplace, issues with coworkers often fester and grow. Employees may feel they lack avenues for resolving conflict … Read This Post
When Good Negotiations Go Sour: When Mark Wahlberg Asked for More
Good negotiations can easily be spoiled when the outcome is in poor taste.
After actor Kevin Spacey faced multiple accusations of sexual misconduct in late 2017, director Ridley … Read This Post
Dear Negotiation Coach: Is There a Negotiating Strategy That Will Make Ideas Resonate?
Q: I’ve pitched many great ideas for change to my organization, but management never takes action on any of them. Even when my organization specifically requests ideas … Read This Post
Dear Negotiation Coach: Moving From “Should” to “Could” in Difficult Ethical Situations
It’s not unusual to find ourselves in difficult ethical situations, whether in negotiations or in our daily lives. While there’s rarely an easy answer, shifting our mindset … Read This Post
When First Offers Fail In a Negotiation
In negotiation, the party who makes the first offer often gets the lion’s share of the value. That can be due to the anchoring effect, or the … Read When First Offers Fail In a Negotiation
Negotiating with the Enemy
Should negotiating with the enemy always be off the table? The 2014 Bergdahl exchange offers insights for negotiators who are deciding whether to do business with a … Read Negotiating with the Enemy