Negotiation Skills

What role do threats play in negotiation? Learn when aggressive tactics work—and when they backfire. … 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

Tracy Chapman’s surprise performance of her 1988 hit song “Fast Car” alongside country star Luke Combs electrified the 2024 Grammy Awards. Combs’ cover had introduced the award-winning folk classic to a new audience. But Chapman’s decision to perform it at the Grammys was far from a foregone conclusion. The story of how she came to … Learn More About This Program

At the Program on Negotiation, we urge you to aim higher by combining such competitive value-claiming with collaborative value creation. Not because it’s the “nice” thing to do, but because it’s been proven to be the best path to a truly mutually beneficial agreement. … Learn More About This Program

Seemingly all of a sudden, chatbots like ChatGPT and other forms of artificial intelligence (AI) are becoming ubiquitous in everyday life. These virtual conversation partners can do everything from make dinner reservations to write essays to flirt, if sometimes with unsettling results. No surprise, then, that chatbots are beginning to play a role in our … Read Chatbot Negotiations: What Can AI Do for You?

Due to the anchoring heuristic, the first offer in a negotiation has a strong influence on the final outcome. Negotiation research suggests how to craft your first offer for maximum impact. … Learn More About This Program

We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality in negotiation matter? … Read How Much Does Personality in Negotiation Matter?

Contentious or aggressive negotiations are notoriously hard to manage. But research suggests that presenting a hypothetical solution in the form of a question can open up opportunities to collaborate. … Learn More About This Program

At the time, it seemed to be an example of coolheaded dealmaking in the midst of disaster. In 2009, hit hard by the 2008 financial crisis and changes in consumer preferences, U.S. automaker Chrysler was on the brink of collapse, and the Treasury Department stepped in to do a deal. In exchange for about $12 … Read How to Negotiate Under Pressure

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