Business Negotiations

In group negotiation, turf battles—heated conflicts over territory, control, rights, or power—are common. Department heads clash over scarce resources. Companies, community groups, and governments get tied up in lawsuits over undeveloped land. Across the globe, fishing groups have depleted fish stocks in their rush to catch the biggest share for themselves. … Read In Group Negotiation, Avoid a Turf Battle

It’s not uncommon in business negotiations to find yourself on the brink of impasse. You and your counterpart have exchanged a series of offers and counteroffers, and you’ve met somewhere close to the middle—but not close enough. With each side firmly rooted in its position, there may seem to be no way forward. … Read How to Use MESOs in Business Negotiations

When transferring property, sellers sometimes insist on real estate rights of first refusal – the chance to be first in line to repurchase the property if their buyer later decides to sell. … Read What is the Right of First Refusal?

In negotiation, a combination of several negotiation strategies may be needed to move past a difficult impasse. The decades-long protracted negotiations between North Korea and South Korea provides such a case study. … Learn More About This Program

It’s official: Price negotiations aren’t just for big-ticket items anymore. The prices of furniture, electronics, wine, jewelry, and other “medium-ticket” goods are now frequently up for discussion. The ancient art of haggling has made a comeback, so brush up on your skills with our six price negotiation tactics. … Read Price Negotiation Advice for Consumers

David Schwimmer, the actor who played Ross on the hit television comedy Friends, famously convinced the show’s five other leads in the early years of its run to negotiate their contracts with NBC as a team. The “mini union” formed by the actors ultimately helped them negotiate an unprecedented $1 million each per episode during … Learn More About This Program

Long before the Covid-19 pandemic, people increasingly were staying home to watch movies on streaming services such as Netflix rather than heading out to the local multiplex. Film studios and other content providers were eager to capitalize on the trend by shortening the traditional “three-month theatrical window”— the exclusive period of time that theater companies … Learn More About This Program

Our decisions in negotiation depend greatly on our predictions about how the future will unfold. But, as has never been more apparent than in 2020, the future has a way of surprising us. In his new book Perfectly Confident: How to Calibrate Your Decisions Wisely (Harper Business, 2020), University of California, Berkeley professor Don Moore … Learn More About This Program

Since 2013, the Black Lives Matter (BLM) movement has been organizing nonviolent action to defund police forces and invest in Black communities. For years, many Americans—particular White Americans—viewed BLM as a radical fringe group. That swiftly changed in May. Horrified by a bystander’s video of the death of George Floyd, millions of people worldwide have … Learn More About This Program

As a model of how negotiators can make lemonade out of lemons amid the global pandemic, the agreement
between the National Basketball Association (NBA) and the National Basketball Players Association (NBPA) to wrap up their disrupted 2019–20 season appeared to stand out as a nearly textbook case. The two sides reached a deal in early June … Learn More About This Program