Negotiation Skills

According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Learn More About This Program

An understanding of the most common types of negotiation used in the business world will help you prepare to get the best deal possible—while building a strong reputation as an honest and effective negotiating counterpart. … Read Types of Negotiation for Business Professionals

A few characteristics of negotiation styles include hard bargaining tactics focused on claiming as much value as possible and integrative negotiation strategies such as value creation or win-win negotiation scenarios. What negotiation styles leads to optimal negotiated agreements and are suitable to win-win negotiations? One skill to cultivate that will have a positive impact on … Read Negotiation Skills for Win-Win Negotiations

Communication in negotiation is a critical factor, especially when a counterpart might not be amenable to agreement. … Learn More About This Program

In the classroom, AI negotiation bots can give students valuable opportunities to role-play negotiations and develop their personal negotiating style, a team of instructors at MIT has found. Here’s how to follow their lead. … Learn More About This Program

Asking questions can reveal a wealth of valuable information in negotiation. Yet most negotiators do not ask enough questions or share enough information, instead choosing to devote most of their time at the table to arguing or defending their positions. … Learn More About This Program

Responsible negotiation involves considering how your negotiation results might affect outsiders, explains Brandeis University Professor Alain Lempereur in an interview with the Program on Negotiation. … Learn More About This Program

Collective bargaining negotiations help level the playing field between individual employees and management by enabling employees to organize and find strength in numbers. But when collective bargaining negotiations fall apart, the result can be a devastating strike. … Learn More About This Program

In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative negotiation. Of course, negotiators are not always affected by bias; we often think systematically and clearly at the bargaining table. Most negotiators believe they are capable of distinguishing … Learn More About This Program

Trust in negotiations may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it safe with cautious deals involving few tradeoffs, few concessions, and little information sharing between parties. But avoiding risk can mean missing out on significant opportunities. For this reason, … Learn More About This Program