Negotiation Briefings Articles

Ask A Negotiation Expert: Don’t Be Held Hostage to Your Emotions

PON Staff   •  08/31/2019   •  Filed in Negotiation Briefings Articles

Business negotiations often fail; meanwhile, hostage negotiations have an incredibly high success rate—up to 94%. We spoke with former police psychologist and hostage negotiator George A. Kohlrieser, the Distinguished Professor of Leadership and Organizational Behavior at IMD Business School in Switzerland and the author of Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others, … Read More 

Negotiation Research You Can Use: Should you tell them a story?

PON Staff   •  08/31/2019   •  Filed in Negotiation Briefings Articles

Salespeople and advertisers have come up with a range of persuasion strategies that help close deals, from alluding to a product’s popularity to prompting concessions by offering potential customers “free gifts.” These strategies and others have proven useful for business negotiators who are trying to shine the best light on their offers.

Another effective strategy can be … Read More 

Negotiation in the news: From partner to pariah: The changing fortunes of Mohammad Javad Zarif

PON Staff   •  08/31/2019   •  Filed in Negotiation Briefings Articles

When preparing for high-stakes negotiations, organizations must decide who should lead their teams. That choice can be a difficult one, especially when trust between parties is low. Should you choose someone who will be a tough loyalist for your positions or someone who seems more capable of building bridges?

When the Obama administration and the government … Read More 

Maximizing Attention In Negotiation

PON Staff   •  08/31/2019   •  Filed in Negotiation Briefings Articles

The New York state Assembly and Senate are on a roll. They’ve approved 935 bills this session, 50% more than in recent years and the highest number since 2006, according to the New York Public Interest Research Group. With a wave of progressives enabling Democrats to control the state Senate for the first time since 2010, … Read More 

Managing the “negotiator’s dilemma”

PON Staff   •  08/31/2019   •  Filed in Negotiation Briefings Articles

Consider the following two perspectives on negotiation:

„  Following the finalization of a new trade agreement among Canada, Mexico, and the United States, Enrique Peña Nieto, then the president of Mexico, said on September 3, 2018, that the agreement “achieves what we proposed at the start: a win-win-win deal.”
„  On July 1, 2019, U.S. … Read More 

Ask A Negotiation Expert: Simplify Complex Negotiations with Stakeholder Alignment

PON Staff   •  07/31/2019   •  Filed in Negotiation Briefings Articles

In complex, multiparty negotiations, the task of value creation can quickly become overwhelming because of the large number of parties and interests at stake. An emerging process called “stakeholder alignment” can help construct order from chaos, according to Joel Cutcher-Gershenfeld, a professor at the Heller School for Social Policy and Management at Brandeis University and … Read More 

Negotiation in the news: Power trip: For New York’s real estate industry, a shocking defeat

PON Staff   •  07/31/2019   •  Filed in Negotiation Briefings Articles

When negotiators are accustomed to getting their way, they tend to rely on the same tried-and-true bargaining tactics—and fail to notice when they’ll no longer work. That’s the lesson New York City’s real estate industry was
forced to absorb in June after the newly Democratic-controlled legislature in Albany announced a landmark deal to strengthen the state’s rent … Read More 

The Art of the Threat

PON Staff   •  07/31/2019   •  Filed in Negotiation Briefings Articles

What do you do when the other party won’t give you what you want in negotiation? There are many possibilities: Offer multiple proposals to find out what the other party values most, make tradeoffs to convey you’re willing to concede, go around the other party by finding a different negotiating partner, and so on. But if … Read More 

Successes & Messes: From discord to harmony

PON Staff   •  07/31/2019   •  Filed in Negotiation Briefings Articles

A contract dispute this past spring between the Chicago Symphony Orchestra (CSO) and its musicians led to a disruptive seven-week strike, the longest in the venerable orchestra’s 128-year history. The unlikely intervention of Chicago’s mayor just before he left office managed to draw the dispute to a mutually satisfactory finale.
Negotiations in a minor key
Over 11 … Read More 

When outsiders have an interest in your negotiation

PON Staff   •  07/31/2019   •  Filed in Negotiation Briefings Articles

Because of tightening global competition and demand for new technologies, including self-driving cars, automakers are feeling the urge to merge. For years, Fiat Chrysler CEO Sergio Marchionne and Renault chairman and CEO Carlos Ghosn—both known as tough negotiators and demanding bosses— discussed the possibility of blending their two companies, but nothing came of it.

Then everything changed. In July 2018, Marchionne died suddenly of an undisclosed illness. Four months … Read More 

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