Organizations, large and small, look to their leaders to establish an organizational vision. Popular commentary on corporate leadership presupposes that a company’s vision comes from its CEO and that, without a strong CEO, the company has no vision. But that’s not the case. … Read Negotiate Your Organizational Vision 

Business professionals seeking to improve their negotiation training can learn a great deal from the mistakes made in newsworthy negotiations.

To take one recent example, Steven M. Davidoff of the New York Times’ “DealBook” recently analyzed how the U.S. governments rushed negotiations to save U.S. automaker Chrysler led to a costly long-term problem. … Learn More About This Program 

In negotiation courses, trainees learn effective management strategies for their negotiations and how to find new negotiation opportunities at the bargaining table. Using an example from the city of Denver, Ben Markus reports for NPR’s Weekend Edition that Colorado’s recent legalization of marijuana has posed challenges to local jurisdictions in enforcing current federal law which … Learn More About This Program 

QUESTION

I manage a team of consultants who engage in negotiations. We often discuss the importance of networking to create new negotiating opportunities, but I rarely see them following through. Any advice on how to help them overcome their reluctance to network?

ANSWER

The reticence you’ve encountered when trying to sell your team members on the benefits of … Learn More About This Program 

In negotiation, there is almost nothing more upsetting than finding out that a counterpart betrayed your trust. In a new experiment, Michael P. Haselhuhn of the University of California, Riverside and his colleagues looked at whether there is a gender difference in people’s willingness to trust others following a violation of their trust. … Learn More About This Program 

We at the Program on Negotiation wish all of our friends a very happy holiday season. We are honored to work with you in helping improve the theory and practice of negotiation, conflict management, and problem-solving, at home and around the world. Best wishes for a joyful 2014! … Learn More About This Program 

Test your knowledge. Sharpen your skills. Become a better negotiator.

Join fellow professionals, executives, graduate students, and community members for the Negotiation and Dispute Resolution Seminar to learn how to skillfully negotiate to create value and resolve disputes. … Learn More About This Program