Our decisions in negotiation depend greatly on our predictions about how the future will unfold. But, as has never been more apparent than in 2020, the future has a way of surprising us. In his new book Perfectly Confident: How to Calibrate Your Decisions Wisely (Harper Business, 2020), University of California, Berkeley professor Don Moore … Read More
Since 2013, the Black Lives Matter (BLM) movement has been organizing nonviolent action to defund police forces and invest in Black communities. For years, many Americans—particular White Americans—viewed BLM as a radical fringe group. That swiftly changed in May. Horrified by a bystander’s video of the death of George Floyd, millions of people worldwide have … Read More
As a model of how negotiators can make lemonade out of lemons amid the global pandemic, the agreement
between the National Basketball Association (NBA) and the National Basketball Players Association (NBPA) to wrap up their disrupted 2019–20 season appeared to stand out as a nearly textbook case. The two sides reached a deal in early June … Read More
The death of George Floyd beneath the knee of a White Minneapolis police officer provoked many Americans to protest police brutality and racial injustice for the first time. Floyd’s killing has also prompted U.S. organizations, most of which are led by Whites, to reckon with the fact that they have failed to create workplaces where … Read More
Leaders in government, business, and beyond are struggling to respond to the economic and health ramifications of the Covid-19 pandemic. Drawing on insights from his book Real Leaders Negotiate! Gaining, Using, and Keeping the Power to Lead Through Negotiation (Palgrave Macmillan, 2017), Jeswald Salacuse describes how leaders can use the tools of negotiation to react … Read More
It was a dream come true. In January, Miranda and Carlos, longtime coworkers in the hospitality industry, opened a new restaurant in their small town. Locals flocked to the place, praising the ambience, food, and service.
But just two months later, Covid-19 roared into the United States, and state regulations required the restaurant to switch to … Read More
One of the biggest negotiation stories of the Covid-19 era is how many deals are collapsing. As we described in last month’s issue, lots of agreements that made perfect sense just a few months ago have become inadvisable or impossible to carry out. Here’s how one troubled acquisition unfolded recently.
A change in fortune
Corporate buyout firm Sycamore … Read More
The numbers are staggering: As a result of the coronavirus pandemic, unemployment in the United States rose from 3.5% in February to 14.7% by the end of April, the highest rate since the Great Depression. The number of unemployed Americans leapt to 23.1 million by the end of April, according to the Labor Department. With many … Read More
In our era of political polarization, collaboration and compromise can seem like impossible goals within our governments and our own communities. In his book Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts (Viking, 2016), Harvard International Negotiation Program founder and director Daniel L. Shapiro describes how we can start to move beyond … Read More
Unable to meet in person as a result of the coronavirus pandemic, negotiators are forced to make the best of alternatives to face-to-face talks—with varied results. Here’s a roundup of some of the most notable negotiation successes and failures from the recent news.
Droning on and on?
As we reported in last month’s issue, dealmakers who are … Read More