When High Prices Are a Bitter Pill to Swallow
There’s at least one thing that politicians as ideologically dissimilar as President Donald Trump and Senator Elizabeth Warren have agreed on: Prescription drug prices are too high … Read When High Prices Are a Bitter Pill to Swallow
Negotiating beyond the finish line
It happens to the best of us: A critical negotiation comes to an impasse, and you’re crushed. Maybe your efforts to find a buyer for your business … Read Negotiating beyond the finish line
Mediation and Conflict Management Seminar: Attend in Person or Online!
The Mediation and Conflict Management Seminar starts Monday January 27 – don’t miss your last chance to register!
The Program on Negotiation (PON) offers a semester-length seminar on … Read This Post
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