Alain Lempereur, has developed the concept of “responsible negotiation”, and answers questions about how to conduct more ethically sound negotiations. … Read More 

In her book, The Art of Gathering: How We Meet and Why It Matters (Riverhead Books, 2018),Thrive Labs founder Priya Parker, a professional facilitator with a background in conflict resolution, argues that most of us just go through the motions when planning events, whether a dinner party, a conference, or a negotiation. The result is often … Read More 

Many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives: discussing the terms of a job offer with a recruiter, haggling over the price of a new car, hammering out a contract with a supplier. … Read More 

Increasingly, business negotiators recognize that the most effective bargainers are skilled at both creating value and claiming value—that is, they both collaborate and compete. The following 10 negotiation skills will help you succeed at integrative negotiation. … Read More 

When President Barack Obama first took office, in 2008, one-third of the women in leadership positions in his office were women. Two-thirds of these positions were filled by men, some of whom were known for their brash, dominant personalities, including then chief of staff Rahm Emanuel and economic adviser Lawrence Summers. Consequently, “the West Wing … Read More 

We hear a lot about the benefits of telling the truth in negotiations. But some negotiators find themselves struggling with the question of how trusting to be. Is there a benefit to mistrust in negotiation? Should you always assume your counterpart is telling the truth?
In negotiation, our outcomes depend in large part on our ability … Read More 

When choosing new business partners, we size them up to decide whether they are trustworthy. Interestingly, international cultural differences can influence the way in which we make such determinations, Jeanne Brett, Professor Emeritus of Management & Organizations at Northwestern University’s Kellogg School of Management, and Louisiana State University professor Tyree Mitchell found in a new … Read More 

In 1994, the Walt Disney Company faced an unexpected test of leadership and communication after its president and CEO, Frank Wells, died in a helicopter crash. Disney chairman and CEO Michael Eisner believed his longtime friend Michael Ovitz, the founder and majority owner of successful Hollywood talent firm Creative Artists Agency, or CAA, as it … Read More 

Advice on how to negotiate a job offer often focuses on the candidate’s perspective, offering compensation negotiation tips and guidance on adding other issues to the discussion. But how can hiring organizations gain an edge when competing for star candidates?

The negotiation example of how Howard University lured Pulitzer Prize–winning journalist Nikole Hannah-Jones away from the … Read More