Conflict Resolution and Opportunities for Mutual Gains in Negotiation
Poor communication explains many of our negotiation mistakes, write Roger Fisher, William Ury, and Bruce Patton in Getting to Yes, their landmark book. Here are four negotiation … Read This Post
Business Negotiation Skills: Fairness at the Negotiation Table
Negotiation research sheds light on negotiator expectations of fairness and equality in negotiations. The negotiation skills advice contained here can help business negotiators more effectively craft agreements … Read This Post
Communicate Your Interests Behind the Deal
As integrative negotiations students know well, focusing on interests in negotiation has proven to be the most reliable way to create value and resolve conflicts. Experience indicates … Read Communicate Your Interests Behind the Deal
How Hardball Negotiation Tactics Can Backfire
In negotiations and disputes, punishment and threats often seem like the only way to win concessions. But business negotiators would do well to remember how Time Warner’s … Read How Hardball Negotiation Tactics Can Backfire
Ethical Leadership: Create More Value in Negotiation
In our negotiations and beyond, all of us engage in behaviors that create value—as well as actions that destroy it. Ethical leadership requires us to become more … Read This Post
Dealmaking Tips: 7 Negotiation Tactics for Saving a Deal from Collapse
Even after the best negotiations, sometimes the other side will demand a renegotiation of the deal. Here are some guidelines on how to proceed in a negotiation. … Read This Post
Ask A Negotiation Expert: Creating More Value—For All
In these difficult times, many of us are thinking about how to help make the world better, including in our negotiations. The good news is that we … Read This Post
Successes & Messes: In the NBA, a quest to be heard
Group negotiations over emotional issues can quickly deteriorate. After a player walkout put the remainder of the National Basketball Association’s season in jeopardy, leaders stepped up to … Read This Post
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