Dealing with Difficult People and Unethical Negotiation Tactics
The fallout from unfair and ill-advised negotiated agreements can reverberate for years to come, as the City of Miami learned from its 2009 stadium deal with former … Read This Post
Facing an Email Negotiation? Take a Proactive Approach
As a format for complex deals, email negotiation has a bad reputation. Negotiators are more likely to deceive one another when using email, and they have trouble … Read This Post
Ask A Negotiation Expert: There’s More to the Wage Gap Than Women Negotiating Salary
In the United States, the gender wage gap for full-time workers amounts to women earning about 80 cents on the dollar as compared to men; similar or … Read This Post
Ask the Negotiation Coach: Questioning Negotiation Dialogue
A common question around negotiation dialogue is how to elicit information from a counterpart. Here’s one such question from a reader:
I’ve been told that learning information about … Read This Post
Dear Negotiation Coach: Find Out How To Resolve Conflict By Addressing Dignity Concerns
Dignity violations can often be found at the core of interpersonal conflicts, according to Dr. Donna Hicks, an associate at Harvard’s Weatherhead Center for International Affairs. The … Read This Post
Dear Negotiation Coach: Is There Promise in Online Negotiation?
In this edition of Dear Negotiation Coach, Harvard Business School professor Max H. Bazerman describes how online negotiation could increase efficiency and trust in many realms.
In-person negotiations … Read This Post
Negotiation Research You Can Use: Are Women More or Less Likely than Men to Use Deceptive Tactics in Negotiation
Men tend to claim more resources than women in negotiation. Why? Gender discrimination and men’s greater propensity to negotiate are two explanations backed up by research. In … Read This Post
Adapting the BATNA for International Cultural Differences
The BATNA (best alternative to a negotiated agreement) concept, popularized by Roger Fisher, William Ury, and Bruce Patton in their book Getting to Yes (Penguin Books, third … Read This Post
Dear Negotiation Coach: How Can You De-bias Job Negotiations?
In many organizations, policies and systems perpetuate gender and racial discrimination and inequality, including higher pay for white men as compared to others for the same work. … Read This Post
Negotiation Research You Can Use: Moving from In-Person to Online Mediation
Laptops, smartphones, databases, and project-management software have become common tools of the negotiation trade. Meanwhile, even as online dispute resolution has risen in popularity, online mediation remains … Read This Post
Dear Negotiation Coach: Does Communication Style Matter in Negotiation?
We recently spoke with Harvard Business School Professor Francesca Gino about communication style in negotiations. The question arises frequently of whether you can achieve better results with … Read This Post
Collaborative Negotiation with Competitors
In the business world, companies often work so hard to outperform their direct competitors that they overlook opportunities to meet their goals through collaborative negotiation. Several negotiations … Read Collaborative Negotiation with Competitors