Why Nonaggression Pacts Often Fail
On December 12, 2018, Massachusetts senator Elizabeth Warren had Vermont senator Bernie Sanders over to her house for a meeting, New York magazine reports. There, they each … Read Why Nonaggression Pacts Often Fail
More than just a game: Negotiating with integrity
In competitive realms, it can be especially difficult to negotiate with integrity, unity, and a long-term perspective. Two recent stories from professional sports—women hockey players’ fight for … Read More than just a game: Negotiating with integrity
Combatting COVID-19 with Common Interests
As nations rush to slow the COVID-19 pandemic, treat victims of the virus, and develop cures, they face strong motivations to cooperate with one another rather than … Read Combatting COVID-19 with Common Interests
Online Negotiation in a Time of Social Distance
Negotiation thrives on physical presence. Handshakes, eye contact, shared meals, and long meetings in stuffy conference rooms are everyday tools of the trade, and with good reason: … Read Online Negotiation in a Time of Social Distance
Business Team Building: The Value of Self-Reflection
Exercises designed to build trust and rapport are often touted as the key to business team building and improved business skills. Such exercises—from falling backwards into the … Read This Post
Moving Online: Pedagogy in a Pandemic
While teachers and trainers around the world work to transition their courses into remote formats, we asked some of our experienced online teachers to share their experiences … Read Moving Online: Pedagogy in a Pandemic
The Impact of Anxiety and Emotions on Negotiations
Intense negotiation scenarios, we often choose to consult an expert for advice, preferably someone who has carried out hundreds of similar deals with great success. When we … Read This Post
Business Contract Mistakes—and How to Avoid Them
When negotiating a business contract, parties are often so focused on reaching agreement that they don’t think enough about how the deal will unfold after the ink … Read This Post
How to Bargain Salary: Laughing Matters?
As they contemplate how to bargain salary, job candidates are often at a disadvantage relative to the hiring organization. Due to the well-documented anchoring effect, the first … Read How to Bargain Salary: Laughing Matters?
Advanced Negotiation Techniques: Get the Most out of Negotiation Training
So, you’re thinking about taking a negotiation course but are not sure if it will be worthwhile. Or maybe you attended one recently (or not so recently) … Read This Post
Set Yourself Up to Make Better Choices
When weighing our options in negotiation, we try to focus on what matters most to us over the long term. Yet aspects of the decision-making process, many … Read Set Yourself Up to Make Better Choices
Successes & Messes: At Closing Time, Avoid “Last Call”
When your negotiating leverage seems to be nonexistent, you may need to enlist the help of an influential advocate. The owner of a venerable New York bar … Read This Post