Teach Your Students to Manage Two Party and Multiparty Negotiations
Check Out Our Bestselling Two Party and Multiparty Negotiation Simulations
More than just the increased number of parties at the table, there are key differences in how negotiators … Read This Post
How to Write a Contract that Lasts
Joint ventures, strategic alliances, purchasing agreements, and other types of partnerships between organizations often begin with a great deal of promise—and a hefty amount of risk. Serious … Read How to Write a Contract that Lasts
Negotiation Training with Heart
In typical negotiation skills training, we are taught to get beyond our emotions and look at situations rationally. There’s merit to this approach, of course, as feelings … Read Negotiation Training with Heart
A Bad BATNA for Modern Farmer Magazine
In business negotiations, our mistakes sometimes end up affecting not only the current deal, but our best alternative to a negotiated agreement, or BATNA, in deals that … Read A Bad BATNA for Modern Farmer Magazine
Putting Negotiation Training to Work: The Limits of Lectures
Negotiation training lectures, like publications, are an excellent means of transmitting knowledge from an expert to a less knowledgeable audience.
I have attended many amazing lectures on a … Read This Post
Successes & Messes: Courtroom drama: An unscripted dispute over to Kill a Mockingbird adaptation
This spring, the estate of Harper Lee, the deceased author of the classic American novel To Kill a Mockingbird, sued the producers of a Broadway stage adaptation … Read This Post
Setting the right table
On March 8, U.S. president Donald Trump shocked even his own White House staff when he revealed that he had accepted an invitation to meet with North Korean … Read Setting the right table
How to Deal with Difficult People
We’ve all met them: people who prefer competition over collaboration, stonewalling over problem solving, tough talk over active listening. Think of the boss who refuses to allow … Read How to Deal with Difficult People
Teach Crucial Leadership Skills
A Crisis Creates a Leadership Vacuum
A publicly traded company on the NYSE with a reputation for business savvy and lucrative deal making is caught in a morally … Read Teach Crucial Leadership Skills
Deal Design: Strategies for Complex Dealmaking
As experienced negotiators well know, the more parties involved in a negotiation, the more difficult it often is to come to agreement, due in part to the … Read Deal Design: Strategies for Complex Dealmaking
Deflated by your deal? Get them back to the table
According to U.S. president Donald Trump, trade pacts forged by past American presidents have left the nation with a slew of raw deals. To reduce trade deficits, … Read Deflated by your deal? Get them back to the table
Bargaining at a Fever Pitch
Have you ever won an auction only to realize later that you overbid for the prize? In competitive bidding situations, it’s easy to get carried away in … Read Bargaining at a Fever Pitch