When Hard-Bargaining Isn’t Enough
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
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
Dear Negotiation Coach: When Time is Not Money at the Negotiation Table
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: Anchoring for Maximum Effect
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: In Discovery-WarnerMedia Deal, AT&T Tries, Tries Again
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
Bipartisan Agreement Proved Elusive in 2017 Immigration Negotiations
On September 5, 2017, President Donald Trump announced that in six months he would phase out Deferred Action for Childhood Arrivals (DACA), the Obama-era policy that has … Read This Post
Mediated Communication Pitfalls
Faster, cheaper, and less risky than a court trial, mediated communication can empower parties to try to overcome their differences. But as a mediated communication example involving … Read Mediated Communication Pitfalls
Dear Negotiation Coach: How to Negotiate Price and Start Off on the Right Foot
Do you know how to negotiate price? Is there a better way to approach this type of negotiation that differs from other negotiation strategies? In this week’s … Read This Post
Negotiation Team Dynamics: The Divide-and-Conquer Strategy
In an interesting example of negotiation team dynamics, during a 2018 New Year’s Day address, North Korean leader Kim Jong-un proposed opening talks with South Korea to … Read This Post
Dear Negotiation Coach: What Hostage Negotiations Can Teach Any Negotiator
Business negotiations often fail; meanwhile, hostage negotiations have an incredibly high success rate—up to 94%. We spoke with former police psychologist and hostage negotiator George A. Kohlrieser, the … Read This Post
Visionary Leadership through Coalition Building
Increasingly, executives are displaying visionary leadership on issues related to social justice. The National Basketball Association printed the words “Black Lives Matter” on the court in its … Read Visionary Leadership through Coalition Building
Contract Negotiation Skills: Setting Yourself Up for Success
Business negotiators tend to focus on getting to the finish line, which is typically defined as a signed contract. The contract negotiation skills we need to get … Read This Post