contract negotiation

In Contract Negotiation, Wise Business Negotiators Sweat the Small Stuff

| | Business Negotiations

What are business negotiators responsible for in contract negotiation? Many would say they’re in charge of building relationships and new business, crafting creative solutions, and fighting for … Read This Post

salary negotiation

Asking for More in Salary Negotiation: When Jennifer Lawrence and Jennifer Aniston Spoke Out

| | Salary Negotiations

“We’re very much a sexist society,” actress Jennifer Aniston said in back in 2015 in an interview with the New York Times, addressing not just the constant … Read This Post

crisis negotiation scenarios

Crisis Negotiation: The European Financial Crisis

| | International Negotiation

Planning for crisis negotiation scenarios, particularly in international negotiations, can help negotiators develop strategies before a crisis emerges. Here are some of the negotiation strategies European central … Read Crisis Negotiation: The European Financial Crisis

female negotiatiors

The Importance of Negotiation for Female Negotiators: Women Should “Negotiate Hard”

| | Win-Win Negotiations

When U.S. First Lady Michelle Obama was offered her first job after law school, it didn’t even occur to her to negotiate for a higher salary, she … Read This Post

negotiation techniques

Diagnose Your Negotiation Techniques and Negotiation Style

| | Dispute Resolution

How would you describe your negotiation techniques or negotiating style? Are you a cooperative negotiator who focuses on crafting negotiated agreements that benefit everyone, or do you … Read This Post

integrative negotiations

Integrative Negotiations, Value Creation, and Creativity at the Bargaining Table

| | Business Negotiations

When life becomes routine we are more likely to overlook details or, conversely, we cannot see the forest for the trees. In both instances, what we may … Read This Post

negotiations

Overcoming Cross-Cultural Barriers to a Negotiated Agreement: Negotiation Ethics and International Negotiations

| | International Negotiation

Cross cultural negotiation examples provide insights into how negotiation techniques change depending on the context in which negotiators find themselves. As Professor Cheryl Rivers of Queensland University … Read This Post

People with Post-its

Negotiation research you can use: When Criticism Helps— and Hurts—Brainstorming

| | Negotiation Skills

There’s usually only one hard-and-fast rule for brainstorming sessions: Don’t be critical. So entrenched is the belief that negative feedback stifles creativity that at product- design firm … Read This Post

baseball

Will your business negotiation make it to the finish line?

| | Business Negotiations

This past summer, the White House and the pharmaceutical industry buckled down to negotiate a long-awaited deal aimed at lowering the price of prescription drugs for Americans. … Read This Post

fire California mountains

Learning from Crisis Negotiations

| | Business Negotiations

When businesses and industries are hit by an unforeseen disaster, they often need to quickly launch crisis negotiations and wrap them up as soon as possible. But … Read Learning from Crisis Negotiations

winner’s curse in negotiations

The Winner’s Curse in Negotiations: How to Avoid It

| | Business Negotiations

These business negotiations – an auction and a negotiated acquisition – highlight both the promise and risks of high-priced purchases and the dangers of the winner’s curse … Read This Post

anchoring bias

The Anchoring Bias in Negotiation: Get Ahead with a “Range Offer”

| | Negotiation Skills

Due to the anchoring bias, the first offer made in a negotiation often has an outsized effect on the outcome. But recent research shows that anchoring with … Read This Post