Dear Negotiation Coach: When Selling a Business, Use Data
Selling a business can be an emotional, complicated process. The more you know about your organization and how it fits into the world around you, the better … Read This Post
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
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
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
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
Methods of Dispute Resolution: Building Trust in Online Mediation
Before the Covid-19 pandemic, mediators and other negotiation practitioners often insisted on meeting in person, convinced that online methods of dispute resolution lack “the human touch”—the warmth, … Read This Post
Ask A Negotiation Expert: The Accidental Negotiation Expert
For 17 years, Katherine Shonk has been the editor of Negotiation Briefings. The author of two works of fiction (The Red Passport and Happy Now?), she is … Read This Post
Negotiation research you can use: The irrational impact of disappearing BATNAs
In negotiation, a strong best alternative to a negotiated agreement, or BATNA, is generally regarded as our best source of power. When we know we can walk … Read This Post
How to Get a Great Deal When Trust is Low
Negotiators from Western cultures, such as the United States, tend to be trusting. They’re often open to sharing information with counterparts, and expect ideas to flow freely. … Read How to Get a Great Deal When Trust is Low