Forging close bonds often helps negotiators reach better deals, collaborate more effectively over time, and manage conflict when it arises. Yet negotiators frequently rush through—or overlook—the relationship-building phase of negotiation. Here’s some advice on how to approach this critical aspect of negotiation in a more deliberate and systematic way.
Overcome Partisan Perceptions
An unconscious bias often gets … Read Relationship-Building in Negotiation

Stewart recently interviewed negotiation expert and Program on Negotiation co-founder William Ury to discuss the aftermath of avoiding the fiscal cliff and the rounds of tough negotiations between Democrats and Republicans still to come. … Read More

In their book Difficult Conversations: How to Discuss What Matters Most (Penguin Putnam, 2000), authors Douglas Stone, Bruce Patton, and Sheila Heen tell us how to engage in the conversations in our professional or personal lives that make us uncomfortable by examining a case study of conflict management. Tough, honest conversations are critical for managers, … Read More

In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, both inside and outside of politics, caught our eye due to the broader lessons they offer business negotiators. … Read More

Hostage negotiations might seem to have little in common with the typical business negotiation. But, in fact, there is much we can learn from them, according to former hostage negotiator George A. Kohlrieser. … Read More

We love giving out negotiation tips. A negotiation daily reader once asked us, “All the negotiation advice I read says that I should listen and ask questions in negotiations. That makes sense, and I mean to. But once the other side starts talking, I often find myself telling them what they left out or why … Read More

These days, work can often feel chaotic and unfocused. Leaders and followers alike struggle to keep complex group projects moving forward in the face of seemingly insurmountable economic, technological, and logistical challenges. One tool that can help is facilitative leadership—a management strategy that empowers employees to make decisions, address conflict, and take on greater responsibility.  … Read What Is Facilitative Leadership?

Learn how to create value in negotiation by using collaboration, tradeoffs, and integrative strategies that help both sides get more. … Read Value Creation in Negotiation

Both implicit and explicit bias can disadvantage racial minorities at the bargaining table. Here’s what to do about it, keep reading. … Read More

Recent negotiation books can help you navigate a variety of pressing challenges. The books offer advice on bouncing back from failure, de-biasing your workplace, and adapting to our ever-changing world. … Read More

Wondering how to manage difficult staff? Some managers are having trouble with employees who entered the workforce during the Covid-19 pandemic. Here are some tips for dealing with these less experienced workers. … Read How to Manage Difficult Staff: Gen Z Edition