The Right Way to Regulate Emotion in Negotiation
Emotional flooding – when strong, specific, and often negative feelings overwhelm us – poses obvious hazards to negotiators, who need to be able to think clearly when … Read The Right Way to Regulate Emotion in Negotiation
Women Negotiators and Barriers to the Bargaining Table
The barriers women negotiators face when negotiating for jobs and career advancement are well known: Women who ask for more money or better opportunities can face a … Read This Post
How to Overcome Cross Cultural Barriers in Negotiation
How different cultural perspectives impact bargaining strategies at the negotiation table … Read This Post
What is BATNA?
What is BATNA? Negotiations in which each counterpart has a best alternative to a negotiated agreement are scenarios in which the incentive to work together must exceed … Read What is BATNA?
Ethics in Negotiation: How to Avoid Deception in Employment Negotiations
Ethics in negotiation can involve expectations of fairness, equity, and honesty but, sometimes, despite your best intentions, one or more of these four forces might lead you … Read This Post
When Michael Bloomberg and NYC Teachers Both Lost
It’s hard to imagine a negotiation example in which negotiating counterparts would choose to sacrifice hundreds of millions of dollars rather than reach agreement.
But back in 2013, … Read When Michael Bloomberg and NYC Teachers Both Lost
Nagorno-Karabakh: Decades Old Conflict Resurfaces Between Armenia and Azerbaijan
The brutal conflict between Armenia and Azerbaijan over the disputed territory of Nagorno-Karabakh has resurfaced in recent weeks, bringing devastation to many communities in the region.
Nagorno-Karabakh, located … Read This Post
How to Defend Against “Scope Creep” at the Negotiation Table
The following question was asked of Negotiation Coach and PON faculty member Guhan Subramanian in the February 2014 issue of the Negotiation Briefings newsletter:
Question: I run a … Read This Post
Body Language in Negotiation: How Facial Expressions Impact a Negotiation
When we’re deciding whether to trust a counterpart, his facial expressions matter a great deal, suggests a study by negotiation researchers Jeroen Stouten of the University of … Read This Post
Negotiation Techniques: How to Predict a Negotiator’s Decisions
Improving your negotiation skills can only take you so far – eventually you need to assess you behavior preferences as a negotiator. Being able to predict how … Read This Post
Metaphorical Negotiation and Defining Negotiation Skills
Negotiators talk about building agreement, bluffing the opposition, and volleying offers back and forth. According to mediator Thomas Smith, careful attention to such metaphors can reveal deeper … Read This Post
Negotiation Skills in Business Communication – Use Chaos to Your Advantage at the Bargaining Table
Some of the most successful negotiation examples that we have covered here include negotiators engaging in improvisation at the negotiation table, turning chaotic situations into advantages in … Read This Post