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
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
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
When Hard Bargaining Wastes Valuable Time
The tragic accidental shooting of cinematographer Halyna Hutchins by actor Alec Baldwin on the New Mexico set of the indie movie Rust in October 2021 shone a … Read When Hard Bargaining Wastes Valuable Time
Dear Negotiation Coach: Negotiating Equity Compensation with Senior Managers
Negotiating equity compensation isn’t as straightforward as it might seem, especially in privately held businesses. We shared a question from one of our readers with Kevin Mohan, … Read This Post
Dear Negotiation Coach: How Do I Handle Reverse Auctions in a Business Contract Negotiation
Reverse auctions are becoming a more frequent reality of business contract negotiations as companies work to cut expenses. In most negotiations, however, price is not the only … Read This Post
When Negotiation Mistakes Compound over Time
When we think of our worst negotiation mistakes, they tend to be recent blunders. But what about negotiation mistakes whose repercussions accumulate over years, even decades? A … Read When Negotiation Mistakes Compound over Time
Emotional Leadership Can Have a Silver Lining in Negotiation
The negotiations that surrounded the 1962 Cuban missile crisis were some of the most tense and frightening in world history, and provide a high-profile example of emotional … Read This Post
Closing the Deal in Negotiations: Should “Deal” Be a Dirty Word?
When negotiators take a long-term approach to deal-making, the result is typically a win-win. Rather than simply trying to sign a contract on favorable terms, negotiators who … Read This Post
Consensus Building on the Court?
When making decisions, groups often hold a simple vote and allow the majority to get its way. But groups that instead work to reach decisions through consensus … Read Consensus Building on the Court?
Digitally Enhanced Simulation Packages – With Live Data Analytics
In-depth Teaching Materials with Real Time Data Analytics Designed to Enhance Teaching Negotiation
From the Teaching Negotiation Resource Center (TNRC) at PON, and iDecisionGames: digitally enhanced simulation packages … Read This Post