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
Check Out Video Highlights from the 2019 Negotiation Pedagogy Conference
On November 15th, 2019, the Teaching Negotiation Resource Center (TNRC) hosted a conference on excellence and innovation in negotiation pedagogy.
Negotiation and dispute resolution teachers and trainers from … Read This Post
Political Negotiation and Beyond: How (and How Not) to Make Threats
What do you do when the other party won’t give you what you want in negotiation? If you’re U.S. president Donald Trump, there’s one tactic you’ll employ … Read This Post
Negotiation research you can use: When men are—and aren’t—more likely to negotiate than women
Women can be less likely than men to initiate negotiations, a meta-analysis of existing studies on the topic concluded last year. Because negotiation is widely perceived as requiring … Read This Post
Negotiation in the News: Scrutinizing a Win-Win Deal
When trust between negotiators is low and rancor is high, they may have difficulty accepting a mutually beneficial deal even as it stares them in the face. As … Read This Post