Negotiation research you can use: Recovering from adverse events in negotiation
When setbacks arise in negotiation— from a take-it-or-leave-it offer to a walkout to an unexpected economic downturn—we’re faced with several choices. We can end the negotiation temporarily … Read This Post
How to Handle Difficult People—Including Your Rivals
One of the most common questions raised by businesspeople is how to handle difficult people. This question contains a hidden assumption: Faced with abrasive, competitive, and even … Read This Post
4 Negotiation Tactics Robert Kraft Used to End the NFL Lockout
Robert Kraft, owner of the New England Patriots, was by all accounts a major factor in getting the NFL collective bargaining agreement signed earlier in October 2011. … Read This Post
Teach Coalition Management in Multiparty Negotiations
Multiparty negotiations can be difficult to manage if you are unprepared for the formation of coalitions. Two-party and multiparty negotiations share some important similarities: the goal of … Read This Post
Teaching Negotiation Online: Where Do We Start?
Best Practices of Course Design and Delivery When Teaching Negotiation Online
At the May, 2018 Teaching Negotiation Resource Center (TNRC) Faculty Seminar, Professors Lawrence Susskind and Michael Wheeler … Read Teaching Negotiation Online: Where Do We Start?
Videoconferencing: A Win-Win Negotiation Strategy?
It used to be that when negotiating counterparts were located far apart, someone would need to travel if the parties wanted to do business face-to-face. These days, … Read This Post
Business Negotiation Examples: Choose the Best Kind of Auction
There are many business negotiation examples involving auctions. Suppose you’ve weighed the pros and cons of selling an asset via auction or negotiation and decided an auction … Read This Post
Negotiation in the news: How Jeff Flake went from “Yes” to “Maybe not” (and back to “Yes”)
On the morning of September 28, Republican senator Jeff Flake of Arizona announced he would vote in favor of U.S. Court of Appeals judge Brett Kavanaugh’s nomination to … Read This Post
Facing controversy? Don’t forget to negotiate
Looking back, it’s almost hard to imagine, but when then–San Francisco 49ers quarterback Colin Kaepernick began sitting down for pregame performances of “The Star-Spangled Banner,” no one … Read Facing controversy? Don’t forget to negotiate
Negotiate Business Contracts that Last
After engaging in the complex process of business negotiation, business negotiators are often happy to pass off the technicalities of deal drafting to their attorneys. Unfortunately, this … Read Negotiate Business Contracts that Last
The Moral Quandary: Negotiation Exercises Featuring Ethical Dilemmas
In a negotiation, few issues heighten tensions faster than when one party feels that the other party has done something ethically or morally incorrect.
To help professionals prepare … Read This Post
ESL Negotiation: Avoid Confusion and Conflict
“The language of international business,” a British executive once said to Tufts University professor Jeswald Salacuse, “is broken English.” The observation is rooted in the fact that … Read ESL Negotiation: Avoid Confusion and Conflict