How Serious is Your Agent’s Conflict of Interest?
The television industry has undergone seismic changes in recent decades, first with cable TV joining broadcast TV, followed by the rise of digital streaming companies such as … Read This Post
Dear Negotiation Coach: Is Age a Factor to Bargaining in Good Faith?
Perhaps even more than in person, bargaining in good faith is essential in negotiations conducted through email. With no visual cues or body language, there can be … Read This Post
Tough Negotiator: Insights on Vladimir Putin from Former U.S. Secretaries of State
How should you prepare to negotiate effectively with an exceptionally tough negotiator? That’s the question the United States and its allies have faced since Russian president Vladimir … Read This Post
Dear Negotiation Coach: Creating a Win Win Relationship in Business
I am trying to buy a smaller company in my industry, but the negotiations have stalled over price.
It probably won’t surprise you to hear the seller thinks … Read This Post
Dear Negotiation Coach: Plan Ahead for Negotiation Mistakes
We recently had a question about some common negotiation mistakes people make while they’re still preparing for a negotiation. Kessely Hong, Senior Lecturer in Public Policy and … Read This Post
Howard Raiffa Taught Us About Decision-Making and Negotiation
If you’ve ever made a decision tree, engaged in risk analysis, or created a scoring system when preparing for a negotiation, you benefited from the work of … Read This Post
In Business Disputes, Conflict Resolution Styles Can Make All the Difference
Business disputes don’t have to be antagonistic. Nor does litigation need to be the go-to method of solving conflicts. Thoughtful negotiation can often often result in an … Read This Post
For Hollywood Writers, a Heavily Negotiated Business Contract
In its negotiations for a new business contract with entertainment companies back in 2017, the Writers Guild of America (WGA) delivered at the bargaining table what many … Read This Post
Dear Negotiation Coach: Assessing Good Negotiation Skills
One way to improve your negotiation outcomes is to review your past negotiations. Even if you already have good negotiation skills, there are always areas where you … Read This Post
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
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