Teaching with Multi-Round Simulations: Balancing Internal and External Negotiations

By on / Teaching Negotiation

multi-round

Whether in business, law, or international diplomacy, many negotiations are actually comprised of a multi-round process with negotiations internal to the organization preceding external ones. Using multi-round negotiation simulations can help students understand the connection between internal and external negotiations, handle more complex scenarios, and better get into their roles. Engaging in a multi-round negotiation … Read This Post 

Ask A Negotiation Expert: How Can Women in the Workplace Gain Ground?

By on / Teaching Negotiation

women in the workplace,negotiating with your boss

Deborah Kolb, the Deloitte Ellen Gabriel Professor for Women in Leadership (Emerita) at Simmons College, shares strategies that women in the workplace can use to overcome pay and promotion gaps at work. Kolb is the coauthor (with Jessica L. Porter) of Negotiating at Work: Turn Small Wins into Big Gains (Jossey-Bass, 2015).

Past research has suggested that … Read This Post 

International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process

By on / International Negotiation

agenda

When two groups are embroiled in a conflict, it is common for the party with less power to have difficulty convincing the more powerful party to sit down at the negotiating table in international negotiations. In such cases, the more powerful player is likely to resist the notion of shaking up the status quo—and thus … Read This Post