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
Negotiation Role-Plays for Building Critical Skills
Here is a brief story about about a teenager named Chris Jensen.
On his way home from basketball practice, he walked into a grocery store and shoplifted … Read This Post
Business Negotiation Strategies When Your Boss Is the Problem
Many of us know the feeling of being frustrated by a superior’s involvement in our business negotiation strategies, whether because she hovers too closely over the talks, … Read This Post
Teach Your Students Cross-Cultural Negotiation
As our world grows increasingly interconnected, we are more likely to find ourselves negotiating in a cross-cultural context. The diverse makeup of many societies and global nature of … Read Teach Your Students Cross-Cultural Negotiation
Creating Value in Negotiations through Word Choice
When the delegates from the Group of 20—the world’s 20 largest economies, or G20—met in Buenos Aires, Argentina, in December 2018 to negotiate reforms to the global … Read This Post
Best-In-Class Negotiation Case Studies
What’s one of the best ways to teach the art and science of negotiation? Case studies and articles that spark lively discussion or facilitate self-reflection. Based on … Read Best-In-Class Negotiation Case Studies