Negotiation Skills: What’s the Best Process?
This three-step approach to managing process issues in negotiations will reap significant rewards at the bargaining table. … Read Negotiation Skills: What’s the Best Process?
In Group Negotiation, Avoid a Turf Battle
In group negotiation, turf battles—heated conflicts over territory, control, rights, or power—are common. Department heads clash over scarce resources. Companies, community groups, and governments get tied up … Read In Group Negotiation, Avoid a Turf Battle
How to Use MESOs in Business Negotiations
It’s not uncommon in business negotiations to find yourself on the brink of impasse. You and your counterpart have exchanged a series of offers and counteroffers, and … Read How to Use MESOs in Business Negotiations
How Mood Affects Negotiators
What are social psychologists learning about the connections among emotions, negotiation, and decision making? Negotiation contributor Jennifer S. Lerner of Harvard Kennedy School and her colleagues have … Read How Mood Affects Negotiators
Check Out Our Advanced Search Tool! Find New Teaching Materials in Seconds
The Advanced Materials Search feature allows you to search for teaching materials based on nine different categories, including time required, number of parties, and the negotiation concepts … Read This Post
Negotiation Strategies: Seek Advice from Others When Negotiating
Negotiation skills in business communication and seeking advice from others, what are the potential benefits? Advice seeking inherently employs multiple self-presentation tactics (including ingratiation, self-promotion, and supplication), … Read This Post
Definition of the Winner’s Curse in Negotiations
The winner’s curse negotiations, when a negotiator overbids for an item due to competitive pressure or other non-value related factors, is a major pitfall that integrative bargainers … Read Definition of the Winner’s Curse in Negotiations
The Angry Negotiator
Most negotiations require us both to compete to claim value and to cooperate to create value. The ability to move back and forth between these two goals … Read The Angry Negotiator
Creative Use of Power in Negotiations: Avoid “Last Call”
In negotiation, power often comes from the ability to walk away from the bargaining table. But what should you do when walking away would mean giving up? … Read This Post
Dealing with Difficult People: Lies, Lies, and More Lies
Are you facing a negotiator you don’t think you can trust? Here are five common types of deception you may come across when dealing with difficult people … Read This Post
Make the Most of Negotiation Skills Training
Across the globe, negotiation skills training has become a common activity in managerial life. Organizations often take steps to improve their managers’ negotiation skills and their ability … Read Make the Most of Negotiation Skills Training
Win Win Negotiation Example – Change the Name of the Game
Suppose that two businesses have similar sounding names. The similarity is confusing to customers or could be down the line. One of the businesses decides to do … Read This Post