international cultural differences

Adapting the BATNA for International Cultural Differences

| | BATNA

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

job negotiations

Dear Negotiation Coach: How Can You De-bias Job Negotiations?

| | Teaching Negotiation

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

online mediation - online negotiations

Negotiation Research You Can Use: Moving from In-Person to Online Mediation

| | 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

communication style

Dear Negotiation Coach: Does Communication Style Matter in Negotiation?

| | Teaching 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

Relationship-Building in Negotiation

Collaborative Negotiation with Competitors

| | Dealmaking

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

negotiation mistakes

Managing Negotiators? Avoid 3 Common Negotiation Mistakes

| | Leadership Skills

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

salary expectations

Dear Negotiation Coach: Will a Flexible Schedule Change Salary Expectations?

| | Leadership Skills

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

compensation offer

Dear Negotiation Coach: Determining the Right Compensation Offer After a Disaster

| | Dispute Resolution

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

collective leadership, Crisis Negotiations

Leadership Principles: The Importance of Follow-Through

| | Leadership Skills

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

deceptive tactics in negotiation

How To Counteract Deceptive Tactics in Negotiation

| | Dealing with Difficult People

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

salary expectations intrapersonal conflict resolution

Dear Negotiation Coach: The Case for Lowering Your Salary Expectations

| | Dealing with Difficult People

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

negotiation tactics

New Negotiation Tactics for Your Multiparty Negotiation Toolkit

| | Dealmaking

“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