Negotiation Skills

Here are some examples of negotiation situations in which chaos at the bargaining table works to the negotiator’s advantage. Whether conducting business negotiations involving commercial transactions or personal disputes with a friend, the following negotiating skills and techniques can be used. … Learn More About This Program

When buying a used car, would you rather negotiate with a friend or a stranger? We might expect that we’d get a better deal from the friend, whether because we’d communicate with ease or because our friend would give us a “friend discount.”

But in fact, negotiations between friends and others in a close relationship are notoriously inefficient, … Learn More About This Program

“Rocket Man.” “Little Marco.” “Crooked Hillary.” “Sloppy Steve.”

These are just a few of the mocking nicknames that President Donald Trump has given to his perceived rivals. Trump seems to have a penchant for trash talk—which psychologists define as boastful comments about oneself or insulting comments about an opponent delivered before or during a competition—but he’s … Learn More About This Program

Imagine that you’re up for a new job that you’d like very much. At the end of a long hiring process, the HR manager asks you to name your price. You propose a salary that you believe to be ambitious, expecting some haggling to follow. Instead, the HR manager smiles and holds out her hand … Learn More About This Program

Our notable negotiations of 2017 includes hits and misses from entertainment, sports, business, and especially politics, due to a new rough-and-tumble era in Washington. … Read Notable Negotiations of 2017

It may be the most burning question in business negotiation: Should you make the first offer?

Traditionally, negotiators were advised to wait for the other side to make a first offer. According to this reasoning, the other side’s offer gives you valuable information about his goals and alternatives.

More recently, however, research on the anchoring bias has … Read What is the Anchoring Bias?

Imagine that you are a purchasing agent who just scored a significant price concession from a supplier. Now it’s time to hang up the phone and move on to another negotiation with a different supplier. You’re feeling proud of how you handled the last negotiation and confident that this next negotiation will go just as well, maybe … Learn More About This Program

Sometimes our negotiation goals seem manageable, such as securing an annual raise or reeling in a new client. At other times we shoot for the moon, aiming to change deeply ingrained practices or to get much more from our counterparts than they want to give. When we set high goals, choices about our negotiating behavior … Read Beating the Odds in Difficult Negotiations

To maximize the joint gain created by a deal, both sides need to take risks which requires building trust in negotiations. Here’s how negotiators can establish the necessary trust. … Read How to Build Trust at the Bargaining Table

Imagine that you have just negotiated a great deal on a house – and rightly so, given how deftly you managed the process from start to finish. You diligently studied the local real estate market and uncovered the seller’s motives for listing her property. You even created mutual gain by allowing the seller to stay … Read How to Capitalize on Luck in Negotiation