Negotiation research you can use: When offers are more appealing than requests
In 2015, the government of Greece approached the European Union regarding a new bailout package by requesting a six-month loan extension. The request was rejected within five … Read This Post
In Online Negotiations, Can You Get A Word In Edgewise?
This past May, as a result of the Covid-19 pandemic, the U.S. Supreme Court began hearing oral arguments on conference calls rather than in person. To keep … Read This Post
“Vaccine nationalism”: A lose-lose negotiation strategy
National governments across the globe face the challenge of securing enough doses of a safe, effective coronavirus vaccine when one or more become available. Many wealthier nations … Read This Post
Negotiation and Bargaining with Your BATNA in Mind
Experienced negotiators understand they should reject any deal that is inferior to their best alternative to a negotiated agreement, or BATNA. What is a BATNA in negotiation? … Read This Post
Negotiation Techniques from the M&A World
Negotiators often have to deal with more than one party to reach their goals and often tailor their negotiation techniques towards this end. These negotiation scenarios pose … Read Negotiation Techniques from the M&A World
Teaching Kids How to Negotiate World Peace
A few years ago, the Program on Negotiation Film Series screened “World Peace and Other 4th-Grade Achievements,” a documentary film that follows John Hunter, a public school … Read Teaching Kids How to Negotiate World Peace
Deal with Last-Minute Demands
Adapted from “When They Slice the Deal Too Thin,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
Suppose that, after months of negotiation, … Read Deal with Last-Minute Demands
Integrative Negotiations: Using Social Proof as a Business Strategy
What do we do when we’re uncertain about how to behave in business negotiations? We study the behavior of others in similar situations. … Read This Post
Irrationality in Negotiations: How to Negotiate the Impossible
Negotiators often struggle with the task of bargaining with those who behave rashly, reason poorly, and act in ways that contradict their own self-interest. But as it … Read This Post
3 Team-Building Techniques for Successful Negotiations
Newly formed teams are often encouraged or even required to engage in team-building techniques and exercises, which might range from volunteering at a nonprofit together to sharing … Read This Post
In Business Negotiations, Dress the Part
Negotiators involved in high-stakes mergers and acquisitions typically come to the table armored in meticulously tailored apparel and designer shoes. But as Dana Mattioli reports in a … Read In Business Negotiations, Dress the Part
Implement Negotiation Training in Your Organization
Organizations across the globe spend many millions of dollars each year on negotiation training for their employees. This training can be in-house, led by consultants and other … Read This Post