How to Manage Conflict at Work
A 62-year-old salesman believes he has convincing evidence that his boss passed him over for a promotion because of his age. What options does he have? He … Read How to Manage Conflict at Work
How to Find the Zone of Possible Agreement (ZOPA) Between Friends
Finding the zone of possible agreement in negotiations can be difficult, especially when dealing with friends and family. We all know people who have “alligator arms.” When … Read This Post
When Conflict Becomes a Self-Fulfilling Prophecy
When one party brings up the possibility of a lawsuit in a business dispute, the threat can become a self-fulfilling prophecy. Yet business negotiators often benefit from … Read When Conflict Becomes a Self-Fulfilling Prophecy
Successes & Messes: Broadening their views, rival telescope projects team up
We might expect the masterminds behind giant telescopes to be better than most at seeing the big picture. But it was only recently that the leaders of … Read This Post
Negotiation in the News: How Congress got to “yes” on new banking rules
It’s hardly news that in the U.S. Congress, bipartisan dealmaking has been virtually nonexistent for years. That’s why it was newsworthy when Democrats and Republicans came together … Read This Post
Conflict Management: A Creative Approach to Breaking Impasse
Suppose that you and your negotiating counterpart become deadlocked after exchanging a series of offers and counteroffers. With each of you anchored on very different positions, you … Read This Post
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