Negotiation Skills

“Winging it” is a fine approach to life’s minor decisions, but when you negotiate, it can be disastrous. Follow these three preparation steps and improve your agreements. … Read Are You Ready to Negotiate?

The ability to read and decipher our negotiating counterparts’ emotions can have big payoffs in negotiation, an emerging body of research is finding. Here’s a closer look at emotional intelligence in negotiation. … Read Emotional Intelligence in Negotiation

A strong BATNA strategy includes determining when to reveal your BATNA, or best alternative to a negotiated agreement. Our six guidelines can help. … Read BATNA Strategy: When to Reveal Your BATNA

Imagine that you’re about to hire someone to provide a service—say, to repair your leaky roof, design a new website for your business, or host an online event. In such everyday negotiation situations, when you receive a price quote, should you try to negotiate a better deal?  … Learn More About This Program

Technology has infiltrated almost every element of our negotiations, as it has almost every aspect of our lives. Negotiation scholars have studied how negotiating via technological media affects the way we negotiate—concluding, for example, that doing business via email can increase misunderstandings and heighten conflict as compared to face-to-face meetings. But the ubiquity of technology … Learn More About This Program

Positional bargaining may sound like business as usual, but it shouldn’t be. In fact, positional bargaining is typically an ineffective way of reaching an agreement for numerous reasons, including the following three, according to the authors of Getting to Yes. … Read Positional Bargaining Pitfalls

Do you behave as honestly as possible in your negotiations? Do you view honesty as a critical attribute in your negotiation counterparts? You probably answered these questions in the affirmative: Like many of us, you view deliberate deception to be both unethical and risky. … Learn More About This Program

The pitfalls of email negotiation are well documented, but research suggests tackling these problems head-on can improve results. … Learn More About This Program

Negotiators often struggle with the task of bargaining with those who behave rashly, reason poorly, and act in ways that contradict their own self-interest. But as it turns out, behavior that negotiators often view as evidence of irrationality may in fact indicate something entirely different. … Learn More About This Program

In the business world, organizations take competition for granted, to the extent that they often overlook opportunities to meet their goals by working with one another. But the benefits of negotiation in business can extend to our dealings with competitors. Recent high-profile negotiations highlight three effective negotiation strategies competitors can use to cooperate and compete. … Learn More About This Program