Negotiation Best Practices for Business Competitors
Industry rivals often struggle to engage in negotiation best practices, balancing profit maximization through competition with industry-strengthening cooperative moves. Become overly competitive, and firms risk fostering conflict … Read This Post
Changing the Rules of the Game
When industry disrupters and established firms face off at the negotiating table, they’re likely to have different ideas about what’s negotiable and what’s not. Such was the … Read Changing the Rules of the Game
Successes & Messes: Sending a strong message on trade
For years, Donald Trump has complained that the United States is getting a raw deal in international trade negotiations. As president, he has tried to improve U.S. … Read This Post
Don’t get schooled in your next negotiation
Chicago mayor Lori Lightfoot, a former federal prosecutor and head of the Chicago Police Board, was elected in 2018 as a reformer calling for big improvements to Chicago’s … Read Don’t get schooled in your next negotiation
Best Alternative to a Negotiated Agreement: Beyond the Basics
What is your greatest source of power in negotiation? In their landmark negotiation book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 1991), Roger Fisher, William … Read This Post
Collaborative Leadership: Managing Negotiators
Organizational leaders, from middle managers to heads of state, often face the difficult task of overseeing mission-critical negotiations and managing individual negotiators and negotiating teams. Collaborative leadership—a … Read Collaborative Leadership: Managing Negotiators
Skills Needed for Negotiation: BATNA Analysis
Ask almost any real estate agent, and you’ll hear that homeowners often turn down decent offers in the hope of getting a better one that never materializes. … Read Skills Needed for Negotiation: BATNA Analysis
Negotiation research you can use: Too guilty to compete?
Our emotions—including anger, sadness, happiness, and disgust—influence our negotiation behavior in systematic ways, research shows. In a new study, Ben-Gurion University of the Negev researcher Uriel Haran … Read This Post
Macron tries to strong-arm a peace deal
If you’ve ever tried to play peacemaker between sworn enemies and failed, you might sympathize with the difficulties French president Emmanuel Macron had trying to engineer a … Read Macron tries to strong-arm a peace deal
Negotiation in the News: When “Mini-Deals” Are the Easy Way Out
Donald Trump campaigned for president in 2016 as the consummate dealmaker, vowing to renegotiate a new nuclear deal with Iran, forge new trade deals with countries ranging … Read This Post
Integrative Bargaining in Congress? It Happens Sometimes
With Congress polarized by an impeachment hearing and its major legislative initiatives stalled in late 2019, it may be worthwhile to revisit a recent instance of integrative … Read This Post
Harvard Law Professor Guhan Subramanian Moderates Panel on Difficult Negotiation Scenarios
In Harvard Law Today, Brett Milano published an article titled, Catastrophic harms, complicated questions reviewed a recent panel, “Innovative Models for Resolving Disputes after Mass Disasters and … Read This Post