Dear Negotiation Coach: How Can I Use Deal Structuring and Negotiating to Resolve an Impasse?
When two sides seem far apart on a contract dispute, careful and creative deal structuring and negotiating can often result in a winning agreement for both sides. … Read This Post
Salary Expectations: Calibrating Pay During a Labor Shortage
Employers may strive to set and negotiate salaries in a fair manner, but numerous factors can affect employees’ salary expectations and lead employees to believe they are … Read This Post
Using Effective Group Leadership to Bring a Multiparty Agreement Back from the Brink
In December 2015 in Paris, delegates from 195 nations celebrated the results of effective group leadership when they reached agreement on a landmark global climate accord. But … Read This Post
Dear Negotiation Coach: Are There Benefits To the Absence of Truth in Negotiations?
We hear a lot about the benefits of telling the truth in negotiations. But some negotiators find themselves struggling with the question of how trusting to be. … Read This Post
Using Business Negotiation Skills To Move a Deal in your Favor
Performers have increasingly learned business negotiation skills and played an outsized role in shaping plays and musicals vying for a Broadway stage. In 2016, the original off-Broadway … Read This Post
Dear Negotiation Coach: How Can You Create a Fair Dispute Process?
Dispute resolution can sometimes take years and lead to costly litigation if opposing sides can’t reach a settlement. The dispute process can become frustrating when you try … Read This Post
Dear Negotiation Coach: International Cultural Differences Around Trust
When choosing new business partners, we size them up to decide whether they are trustworthy. Interestingly, international cultural differences can influence the way in which we make … Read This Post
Building a Winning Team: Learn from the Disharmony of Trump’s Trade Negotiations with China
During the 2016 presidential campaign, Donald Trump repeatedly asserted that if he were elected, eliminating the U.S. trade deficit with China would be a top priority. But once in … Read This Post
Pedagogy in a Pandemic: Teaching Negotiation to a Masked Room
How can instructors teach students to interpret facial expressions and body language while masked in negotiation?
As teachers and students prepare to return to the classroom in the … Read This Post
Effective Leadership: Learning from David Cameron’s Failed Brexit Negotiations
Leaders sometimes need to devote significant time to convincing a counterpart of the logic and appeal of their proposals. What happens when they need to persuade negotiators … Read This Post
Negotiating with Governments: How to Deal with Government Officials
Whether at the local, federal, or international level, negotiations with governments often involve unique pressures and constraints. Does the official at the table actually have decision-making authority? … Read This Post
Negotiating Controversial Issues in Difficult Negotiations
When you’re trying to negotiate a hot-button issue in difficult negotiations, what’s the best approach to take? That was the question facing U.S. president Donald Trump as … Read This Post