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
Dismantling a Family Business: Three Brothers, Game Theory, and a Coin Toss
The dissolution of a partnership can be fraught with conflict, especially when the business is all in the family. … Read This Post
Body Language in the Negotiation Process and the Impact of Gender at the Bargaining Table
How important is body language in the negotiation process? Negotiators are often advised to engage in small talk before getting down to business. … Read This Post
Fundamental Aspects of Negotiation: Setting the Table
In March 2018, U.S. president Donald Trump shocked even his own White House staff when he revealed that he had accepted an invitation to meet with North … Read This Post
Conflict Management and Negotiating When Pride is at Stake
The fallout from Iceland’s financial crisis offers a case study in dealing with those who have suffered a significant blow to their self-esteem. In late 2008, Iceland … Read This Post
Famous Negotiation Case: How Jamie Dimon Avoided Disaster
Sometimes your goal in negotiation is to improve your fortunes. But sometimes, as in this famous negotiation case, the best you can hope for is to lessen … Read This Post