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 choose between trusting their counterparts and being cynical of their motives. The consequences of such decisions can be serious in dealmaking: trust too much, and you’ll lose big; … Read Building Trust in Negotiations

Even experienced negotiators often make the mistake of treating important talks as a win-lose negotiation. Overlooking effective win-win negotiation techniques, they focus on trying to claim as much value as they can without trying to create new sources of value.

It’s also the case that competitors in a given market or field may fail to recognize … Read More

Check Out These Exciting Changes to the Order Process for the TNRC
Starting on March 5th, the Teaching Negotiation Resource Center (TNRC) will be implementing some updates to the process of ordering teaching materials to make getting your materials faster.

Shipping Charge Automation – for anyone ordering hard-copy materials, we will be introducing shipping charge automatic … Read Changes to the TNRC Order Process

In corporate negotiation, negotiators often care most about getting the best price possible, assessing the other party’s ability to follow through, and closing the deal. Unfortunately, such business preoccupations can lead dealmakers to overlook potential ethical concerns, as current negotiations in the news often attest. Examining some of Facebook’s recent corporate negotiation mistakes, we describe … Read More

The most heated types of conflict in organizations and in our personal lives often concern our core values, such as our personal moral standards, our religious and political beliefs, and our family’s welfare. Such values conflicts can escalate and intervening quickly in cases of conflict is essential. The following three conflict resolution scenarios can help … Read Conflict Resolution Scenarios: Negotiating Values

Negotiators often wonder how they can get the biggest slice of the pie when claiming value in negotiation. Certain deal-making techniques can be useful, such as the well-known “foot in the door” technique, which is designed to get people to comply with a large request by securing their agreement to a smaller one first, and … Read More

Sometimes negotiators focus too much on the bargaining session at hand, to the detriment of bargainers away from the negotiation table, a group whose concerns and input is just as valid as those of the negotiators themselves. Here are some negotiation tips to help make sure your bargaining strategies include the voices and concerns of … Read More

Imagine you’re a chef who is having trouble finding cooks in an oversaturated restaurant market. You’re so desperate to get fully staffed that you find yourself making significant concessions on salary, scheduling, and other issues during interviews with potential hires. … Read Negotiation Techniques and Tactics: Power Plays

Those who participate regularly in auctions have likely observed the phenomenon of “auction fever” firsthand—or caught the fever themselves. Defined by London Business School professor Gillian Ku and her colleagues as “the emotionally charged and frantic behavior of auction participants that can result in overbidding,” auction fever has been observed in competitive bidding realms ranging from eBay … Read More

Wise negotiators put a lot of time and effort into making sure they’re ready to do business. They set ambitious goals, research their bottom line, explore their alternatives, and find out as much as they can about their counterpart. They may give less consideration, however, to the words they’ll use to persuade, question, debate, and brainstorm … Read In business negotiation, get your words’ worth

In the #MeToo era, entertainment companies have incurred significant financial and reputational damage from alleged crimes and misbehavior by the producers, directors, executives, and actors they’ve employed. … Read More