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
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
Win-Win Negotiation Techniques: Create Value with Rivals
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 … Read This Post
Changes to the TNRC Order Process
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 … Read Changes to the TNRC Order Process
Corporate Negotiation Pitfalls: The Case of Facebook
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 … Read This Post
Claiming Value in Negotiation: Do Extreme Requests Backfire?
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 … Read This Post
Case Study of Business Negotiations and Deal Making: Giving Voice to Negotiators Away from the Bargaining Table
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 … Read This Post