Is Humor in Business Negotiation Ever Appropriate?
Can humor improve negotiation outcomes? Research shows well-timed humor builds trust, creativity, and rapport—when used strategically. … Read This Post
Teach Your Students to Negotiate the Technology Industry
Technology is a pervasive feature of modern life, providing countless benefits ranging from new cancer treatments to smart phones. Especially since the onset of the COVID-19 pandemic, … Read This Post
3 Types of Conflict and How to Address Them
In the workplace, it sometimes seems as if conflict is always with us. Miss a deadline, and you are likely to face conflict with your boss. Lash … Read 3 Types of Conflict and How to Address Them
Streaming Toward Win-Win Negotiation: Spotify Upgrades Its Negotiating Strategy
Explore how Spotify and Taylor Swift turned conflict into win-win negotiation and reshaped music royalty models in the streaming era. … Read This Post
Why Negotiations Fail
When we think of failed business negotiations, most of us picture negotiators walking away from the table in disappointment. But that’s only one type of disappointing negotiation. … Read Why Negotiations Fail
Negotiation Skills: Which Negotiating Style Is Best?
Is one negotiation style better? Learn how balancing cooperation and assertiveness leads to stronger outcomes and lasting business relationships. … Read This Post
Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
Logrolling is the act of trading across issues in a negotiation. Logrolling requires that a negotiator knows his or her own priorities, but also the priorities of … Read This Post
International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
Learn how agenda setting helps less powerful parties bring stronger counterparts to the negotiating table in asymmetric conflicts. … Read This Post
In Business Negotiations, Are You Revealing Enough?
Negotiators often keep information under wraps, for fear of giving away too much. In fact, there’s much to be gained from revealing information in business negotiations, writes … Read This Post
Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies
Learn what integrative bargaining is, how it differs from distributive negotiation, and how to create win-win value in business deals. … Read This Post
Price Anchoring 101
Learn how price anchoring shapes negotiations, when to make the first offer, and how precise and range anchors can improve your outcomes. … Read Price Anchoring 101
Servant Leadership and Warren Buffett’s Giving Pledge
Discover how Warren Buffett used servant leadership and negotiation strategy to build the Giving Pledge and mobilize global philanthropy. … Read This Post