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 sold at auction as another artist’s work for just £45 in 1958. In 2005, art dealers purchased the damaged painting for approximately $10,000 in an estate auction. After … Read When Hard-Bargaining Isn’t Enough

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 Getting to Yes and Getting Past No, about his book, Getting To Yes With Yourself.

Great negotiators know that the path to resolution is not always linear but rather … Read More

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 and on in that part of the world. How can I negotiate effectively in this situation at the negotiation table?

A: You’ve picked up on a critical cultural difference that, … Read More

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 or a gruff demeanor can color how we see someone for a very long time. Similarly, make an unambitious or poorly worded first offer, and you’re much less … Read More

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 three years later, in May 2021, AT&T announced it was spinning off Time Warner, now known as WarnerMedia, after merger-and-acquisition (M&A) negotiations with media company Discovery. If approved … Read More

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 shielded from deportation about 800,000 people brought to the United States illegally as children. Members of Congress seeking permanent protections for the so-called Dreamers covered under DACA then … Read More

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 the National Football League (NFL) and its former players over liability for head injuries illustrates, mediation needs to be conducted carefully, or it can create even greater harm.
A … Read Mediated Communication Pitfalls

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 Dear Negotiation Coach column, we answer the question.

QUESTION

I’m trying to decide whether to make the first offer in a price negotiation. I’ve heard arguments in favor of both … Read More

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 discuss the North’s possible participation in the Winter Olympics, to be held in Pyeongchang, South Korea, the following month. Hoping to avoid disruption by the North, South Korean … Read More

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 Distinguished Professor of Leadership and Organizational Behavior at IMD Business School in Switzerland and the author of Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others, … Read More

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 Orlando, Florida, “bubble” in 2020, for example, and businesses such as Netflix have committed to making significant financial investments in Black communities.

On March 25, 2021, Georgia’s Republican-led legislature … Read Visionary Leadership through Coalition Building