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
Powerful Conflict Resolution Games to Help You Teach Negotiation
From complicated negotiation strategies to artful subterfuge, conflict resolution games are one of the very best ways to prepare for the challenges of real-world negotiation. Games that … Read This Post
How Negotiation Role-Play Simulations Can Help You Resolve Environmental Disputes
From complicated land use debates to the regulation of pollutants, environmental negotiations are fraught with dynamic legal, scientific, and societal considerations. Because many of the natural resources … Read This Post
International Negotiation Strategies
Negotiation researchers have reached many fascinating discoveries about how people negotiate, such as uncovering flaws in our decision making and identifying useful persuasion techniques. But a great … Read International Negotiation Strategies
Negotiation Research and Improving Your Negotiation Techniques: The Similarity Effect in Business Negotiations
Negotiators mimic the behaviors of those they consider peers. What implications does this have for negotiating styles at the bargaining table? To build rapport, social science and … Read This Post
Effective Negotiation Behavior: Are You Consistent?
We might hope that when we adopt effective negotiation strategies—such as spending lots of time preparing and asking questions at the table—we would achieve consistently strong results … Read This Post
How Body Language Affects Negotiation
Experts typically advise us to study our counterparts’ body language in negotiation and to be aware of our own body language. What, exactly, can we learn from … Read How Body Language Affects Negotiation
Must-Read Negotiation Books for 2019
The year 2017 offered plenty of negotiation hits and misses in the realms of government, business, and beyond. To avoid failed negotiations in 2018, politicians, business leaders, … Read Must-Read Negotiation Books for 2019