When trying to negotiate a deal with a potential business partner, you need to come up with a plan for ensuring the two sides will mesh rather than clash. Facebook’s leaders and WhatsApp’s founders appeared to skip that vital step when negotiating the social media giant’s purchase of the text-messaging app in 2014—an oversight that … Read Negotiate a Deal that Lasts 

When negotiators get angry, their counterparts often snap to attention, research shows. We tend to perceive negotiators who appear angry as hard bargainers, and thus make lower demands of them and offer them higher concessions than when dealing with happy opponents, University of Amsterdam professor Gerben A. Van Kleef has found in his research.

Sensing this, negotiators … Learn More About This Program 

What is negotiation? In her book The Mind and Heart of the Negotiator, Northwestern University professor Leigh Thompson defines negotiation as “an interpersonal decision-making process necessary whenever we cannot achieve our objectives single-handedly.” This definition stresses the interdependence that’s fundamental to any negotiation.

Narrowing in on this definition, when preparing to negotiate, business professionals often wonder … Read Types of Negotiation for Business Professionals 

In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, both inside and outside of politics, caught our eye due to the broader lessons they offer business negotiators. … Read Top 10 Notable Negotiations 

Coke vs. Pepsi. Clinton vs. Trump. Apple vs. Samsung. The New York Yankees vs. the Boston Red Sox.

Whether we work in business, politics, sports, or another arena, our competitors sometimes turn into fierce rivals. In addition, many sales, legal, and financial firms structure jobs, incentives, and promotion systems in ways that pit employees against one … Learn More About This Program 

On February 14, the White House announced that President Donald Trump would sign a federal budget deal that included only a fraction of the funds he had demanded for a border wall with Mexico and attempt to secure the remaining wall funding by declaring a national emergency.

For many congressional Democrats, Trump’s capitulation on the budget— following … Learn More About This Program 

Here’s a list of some of the most notable negotiation flops – from deals that were over before they started, to those that were botched at the table, to those that proved disastrous well after the ink had dried. … Read 10 Negotiation Failures 

A budget impasse growing more adversarial by the day. A government shutdown that kept hundreds of thousands unpaid, suspended vital services, and damaged the economy. Presidential threats to bypass Congress and declare a national emergency.

How did we get there? The budget impasse in Washington, D.C., apparently started in 2014 when those advising Donald Trump on … Read What To Do When Negotiations Hit a Wall 

Imagine you’re a chef who is having trouble finding cooks in an oversaturated restaurant market. You’re so desperate to get fully staffed that you find yourself making significant concessions on salary, scheduling, and other issues during interviews with potential hires. … Read Negotiation Techniques and Tactics: Power Plays 

Those who participate regularly in auctions have likely observed the phenomenon of “auction fever” firsthand—or caught the fever themselves. Defined by London Business School professor Gillian Ku and her colleagues as “the emotionally charged and frantic behavior of auction participants that can result in overbidding,” auction fever has been observed in competitive bidding realms ranging from eBay … Learn More About This Program