Online Negotiation Strategies: Email and Videoconferencing
Online negotiation has become ubiquitous, as it allows us to negotiate across the miles cheaply and quickly. Yet online negotiation creates special challenges. With email, instant messaging, … Read This Post
2019 Negotiation Pedagogy Conference
Join us in Cambridge on Friday, November 15th, 2019 for a conference on excellence and innovation in teaching negotiation.
The Teaching Negotiation Resource Center (TNRC) at the inter-university … Read 2019 Negotiation Pedagogy Conference
Negotiation in the News: Negotiating with the Sacklers: Inside the Purdue Pharma settlement
In the 1990s, U.S. drug manufacturers unwittingly set a national crisis in motion when they began marketing new and highly addictive prescription opioid medications for the treatment … Read This Post
Successes & Messes: Negotiating in reverse
To get what we want, we sometimes ask more powerful parties to intervene on our behalf. But what happens if they go off course? That’s the predicament automakers … Read Successes & Messes: Negotiating in reverse
Negotiating for a brighter future
For decades, the Colorado River has been in trouble. The river supplies water to 40 million people and five million acres of farmland in seven U.S. states … Read Negotiating for a brighter future
The Effects of Power in Negotiation
You might think that you’re entering a negotiation as the more powerful party, but those with considerable power often fail to take advantage of their privileged bargaining … Read The Effects of Power in Negotiation
In Preparation for Negotiation, Choose the Right Process
In preparation for negotiation, sellers face a choice between negotiating one on one with buyers, holding an auction, or combining elements of both processes. Consider the different … Read This Post
Diplomacy and Negotiation Skills Fall Short In U.S.-China Trade Talks
Among the many diplomacy and negotiation skills required in international negotiation, business negotiators need to be able to size each other up accurately, taking into account cultural, … Read This Post
Get Beyond “Take It or Leave It”
“This is the best I can do. Take it or leave it.”
It’s a statement negotiators often dread, as it seems to leave us with a choice between … Read Get Beyond “Take It or Leave It”
Hello from the other side
What should you do when negotiations have ended in rancor, and you and your counterpart aren’t even talking to each other?
In July 2018, North Korean soldiers based … Read Hello from the other side
Conflict and Negotiation Case Study: Long-Term Business Partnerships and Negotiated Agreements
To protect the future interests of their organization, negotiators sometimes must accept fewer benefits or absorb greater burdens in the short run to maximize the value to … Read This Post
A Lesson from Turkey: Raise Your Profile in International Negotiations
Negotiators seek to raise their stature and increase their influence in international negotiations and other realms by serving as mediators and peacekeepers when conflicts emerge. To do … Read This Post