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
Using Negotiation Games to Develop Skills for Commercial Dispute Resolution
Teach your students the art of negotiating for success with these great negotiation games. … Read This Post
Negotiation Research You Can Use: Should you tell them a story?
Salespeople and advertisers have come up with a range of persuasion strategies that help close deals, from alluding to a product’s popularity to prompting concessions by offering potential … Read This Post
Negotiation in the news: From partner to pariah: The changing fortunes of Mohammad Javad Zarif
When preparing for high-stakes negotiations, organizations must decide who should lead their teams. That choice can be a difficult one, especially when trust between parties is low. … Read This Post
Maximizing Attention In Negotiation
The New York state Assembly and Senate are on a roll. They’ve approved 935 bills this session, 50% more than in recent years and the highest number … Read Maximizing Attention In Negotiation
Intercultural Negotiation: Does the BATNA Concept Translate?
When should you walk away in negotiation? That’s a common question that negotiation experts pose of professional negotiators. We are typically advised to walk away from the … Read This Post
Teaching Real Estate Negotiation: How to Identify and Create Value
How do you teach your students to identify and create value in real estate negotiations?
Real estate negotiation can be difficult for both the buyer and the seller. … Read This Post
When Family Business Disputes Require Conflict Resolution
Unfortunately, business disputes—and the need for conflict resolution—can be common when family members do business together. … Read This Post
Professional Negotiators: Give Texts a Chance
Do you negotiate via text? If you’re a young person early in your career, your answer may be an emphatic yes. If you’re a little older, maybe … Read Professional Negotiators: Give Texts a Chance