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
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
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
Negotiating organizational breakups
For decades, the United Methodist Church (UMC) has grappled with internal disagreement over its doctrine on LGBTQ rights, which prohibits same-sex marriage and noncelibate gay clergy. Methodists … Read Negotiating organizational breakups
Organizational Leadership in High-Stakes Business Negotiations
Amid tightening global competition and demand for new technologies, automakers are feeling the urge to merge. In late 2018, Fiat Chrysler chairman John Elkann, an American-Italian running … Read This Post
In BATNA Analysis, Knowledge Is Power
In negotiation, awareness of your BATNA, or your best alternative to negotiated agreement, is often your greatest source of power. What is a BATNA in negotiation? It … Read In BATNA Analysis, Knowledge Is Power