The winner’s curse negotiations, when a negotiator overbids for an item due to competitive pressure or other non-value related factors, is a major pitfall that integrative bargainers should seek to avoid. … Read Definition of the Winner’s Curse in Negotiations 

Most negotiations require us both to compete to claim value and to cooperate to create value. The ability to move back and forth between these two goals is a critical—and difficult—skill. How do emotions affect value creation and claiming? Researchers Alice Isen and Peter Carnevale found that a positive mood leads to greater value creation. … Read The Angry Negotiator 

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 

Daniel, a senior manager at a large consumer products firm, has been asked by a company vice president to submit a detailed budget request for his department. Daniel has an incentive to overstate anticipated costs: in the case of overruns, it’s nice to have a little cushion built into the budget, rather than having to … Read Deception in Negotiation 

Deceptive tactics in negotiation can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep. The benefits of negotiation in business offer strong incentives to detect these behaviors. Unfortunately, however, most of us are very poor lie detectors.

Even professionals who encounter liars regularly, such as police officers and … Learn More About This Program 

By following these steps in your next negotiation, you’ll improve the chances of meeting everyone’s interests. … Read Negotiation Skills: Value Creation Resources 

Negotiation Briefings: How do video negotiations differ from in-person negotiations, both in terms of what the experience feels like and what we achieve?

Noam Ebner: When it comes to negotiating at a distance, we’re in the middle of a global natural experiment. There are hardly any research findings on negotiating via video yet. So, it should … Learn More About This Program 

When people spend time together, they often begin to unconsciously mimic each other’s nonverbal behaviors, such as their body language and facial expressions, and verbal behaviors, including words, expressions, and phrases. While being deliberately mimicked for laughs is annoying (ask any parent of young kids), people actually tend to like those who subtly mimic them better … Learn More About This Program 

Negotiation jujitsu means breaking the vicious cycle of escalation by refusing to react. Resistance should be channeled into activities such as “exploring interests, inventing options for mutual gain, and searching for independent standards.” … Learn More About This Program 

To reach better outcomes, negotiators learn to create value. Instead of only haggling over the cost of a service contract, they make tradeoffs with their counterpart on issues such as delivery, timing, duration, ancillary products, and so on.

We can apply these negotiation skills to achieve better deals not only for those at the bargaining table, … Learn More About This Program