
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

Managing Negotiators? Avoid 3 Common Negotiation Mistakes
In 2019, face-to-face meetings between then U.S. president Donald Trump and North Korean leader Kim Jong-un, held in Hanoi, Vietnam, came to an abrupt end after Kim … Read This Post

Dear Negotiation Coach: Will a Flexible Schedule Change Salary Expectations?
Even before the coronavirus pandemic, remote work and flexible schedules were gaining popularity. While plenty of surveys tout the popularity of this flexibility, Alexandre Mas, Professor of … Read This Post

Dear Negotiation Coach: Determining the Right Compensation Offer After a Disaster
In the aftermath of a large-scale catastrophe or disaster in the United States—such as 9/11, the opioid epidemic, and mass shootings—the courts can be ill-equipped to take … Read This Post

Leadership Principles: The Importance of Follow-Through
Major-league sports franchises in the United States have a history of moving from town to town in search of bigger markets and higher profits—often breaking hearts and … Read This Post

How To Counteract Deceptive Tactics in Negotiation
In the fall of 2017, Amazon created a stir when it announced it was taking bids from North American cities and regions interested in hosting its second … Read This Post

Dear Negotiation Coach: The Case for Lowering Your Salary Expectations
We received a question regarding salary expectations and the potential problems with lowering those expectations. Francesca Gino, Tandon Family Professor of Business Administration at Harvard Business School … Read This Post

New Negotiation Tactics for Your Multiparty Negotiation Toolkit
“Confessionals.” “Informal informals.” “Indabas.” Delegates from the 196 nations participating in the U.N. Climate Change Conference, held in Paris at the end of 2015, cycled through an … Read This Post