Making Business Deals that Thrive Across Cultures
The 1998 merger of German automaker Daimler-Benz and the American Chrysler Corporation at first seemed like a match made in heaven, but the honeymoon wore off as … Read Making Business Deals that Thrive Across Cultures
Workable Peace Curriculum Series
Note: Each of the seven individual Workable Peace Series curriculum units can be purchased separately. Please click on the links below for information about purchasing individual units.
About … Read Workable Peace Curriculum Series
Deal-Making Techniques for When You Feel Powerless
In negotiation, we’re often advised that our most important source of power is our best alternative to a negotiated agreement, or BATNA. If we feel powerless when … Read This Post
Negotiate a Deal that Lasts
When trying to negotiate a deal with a potential business partner, you need to come up with a plan for ensuring the two sides will mesh rather … Read Negotiate a Deal that Lasts
Negotiation research you can use: Why displays of anger can backfire
When negotiators get angry, their counterparts often snap to attention, research shows. We tend to perceive negotiators who appear angry as hard bargainers, and thus make lower demands … Read This Post
When Your Words Push Their Buttons
After 11 days of peace talks at a resort in Doha, Qatar, in March, U.S. and Taliban negotiators had reached significant breakthroughs, but a final agreement remained … Read When Your Words Push Their Buttons
What an Operatic Role-Play Simulation Can Teach You About Negotiation
A distinguished older soprano, Sally has not had a lead role in two years. However, when another soprano falls ill, the Lyric Opera is eager to hire … Read This Post
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