Contract Dispute Resolution: Surviving Costly Conflict
We tend to enter new business partnerships and ventures with a great deal of optimism and excitement. Yet ventures that held so much promise often end up … Read This Post
Best-In-Class Negotiation Case Studies You Can Use to Train
What’s one of the best ways to teach the art and science of conflict resolution? With negotiation case studies that spark lively discussion or facilitate self-reflection. Based … Read This Post
Business Negotiation Solutions: To Eat or Not to Eat?
We’ve all shared a meal with a negotiating counterpart at one point or another, whether a business lunch, a working dinner, or sandwiches in a conference room. … Read This Post
Successes & Messes: Negotiating cracks in coalitions
Last month, we analyzed the array of negotiating strategies—including carrots, concessions, and old-fashioned arm-twisting—that Nancy Pelosi used to secure enough Democratic votes to be elected speaker of the U.S. … Read This Post
Negotiation in the News: How a toxic culture led to a costly legal battle for CBS
If time pressure has ever led you to accept proposals from a counterpart without negotiating them, a story coming out of the #MeToo movement may keep you … Read This Post
Top 10 Notable Negotiations
In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, … Read Top 10 Notable Negotiations
Hardball Tactics in Negotiation Increase with Rivalry
Coke vs. Pepsi. Clinton vs. Trump. Apple vs. Samsung. The New York Yankees vs. the Boston Red Sox.
Whether we work in business, politics, sports, or another arena, … Read This Post
Handling Difficult People: The Antisocial Negotiator
Have you ever found yourself negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may end up in the deeply … Read This Post
Conflict-Solving Strategies: The Value of Taking a Break
Business negotiators coping with deeply entrenched conflict often feel defeated and hopeless when conflict-solving strategies fail. However, research from the world of international conflict suggests that taking … Read This Post
Negotiation Strategies for Dealing with Spoilers
Amazon’s announcement on February 14 that it was backing out of a recent deal to build a major new campus in New York City was as bitter … Read Negotiation Strategies for Dealing with Spoilers
Success & Messes: Nancy Pelosi’s next-to-last stand
On February 14, the White House announced that President Donald Trump would sign a federal budget deal that included only a fraction of the funds he had demanded … Read This Post
Building Trust in Negotiations
Adapted from “Strike the Right Balance Between Trust and Cynicism,” by Harvard Business School professor Max H. Bazerman, first published in the Negotiation Briefings newsletter.
Negotiators often must … Read Building Trust in Negotiations