Here are ten popular business negotiation articles on the Program on Negotiation website. Drawn from a variety of negotiation case studies as well as negotiation research, the following articles offer strategies for engaging in integrative negotiations aimed at creating win-win scenarios for each party at the negotiation table.
1. What is the Right of First Refusal?
Rights of refusal can be costly to both parties at the negotiation table. What do negotiators need to know when negotiating over real estate, and what does it mean when sellers require a right of first refusal? Real estate rights of first refusal can be advantageous and offer opportunities for each side to create value and build a relationship. Read this article to discover what a right of first refusal is in business negotiations and how it works in commercial transactions and negotiated agreements.
2. Negotiating Skills and Negotiation Tactics: Solutions for Avoiding Intercultural Barriers at the Negotiation Table
How can bias harm negotiators at the bargaining table? Can bias offer certain advantages when negotiating? This article offers three negotiation tips for overcoming cultural barriers in bargaining situations and outlines the impact of bias on the negotiation process.
3. Apple and Samsung Offer a Case Study of Successful Dispute Resolution
Discover how these high profile business negotiating titans ended up in court over a dispute about the appearance of Samsung’s popular line of Galaxy smartphones which, Apple alleges, mimic the look and feel of its iconic iPhone. This article examines the benefits businesses will incur by negotiating or mediating their disputes rather than taking them to the courts.
4. Using Bias to Your Advantage in Business Negotiations
Advanced negotiating skills, such as anchoring and effectively mapping out your and your counterpart’s BATNA, or best alternative to a negotiated agreement, are well known negotiation skills taught in many negotiation training seminars. What about using your counterpart’s biases to your advantage at the negotiation table? This article discusses four sources of bias at the bargaining table: anchoring, availability, framing, and contrast effects. Learn how to incorporate these naturally occurring biases into your negotiation strategies in future bargaining scenarios.
5. Real Estate Negotiations – Buying a Home and Dealing with Difficult People
While buying a home may involve some of the most high-pressure personal negotiations a buyer can face, selling a home involves the successful coordination of one of the most complicated commercial transactions a negotiator can imagine. How do both sides manage conflict, create value, and successfully negotiate an agreement? This article offers advice for real estate negotiations whether you’re the buyer or the seller. Concepts of fairness and inherent flexibility in the negotiated agreement are discussed from the perspective of business negotiation strategy.
6. Why Negotiation is Important in Business
Here are 10 newsworthy business negotiations from the world of music and entertainment to corporate finance and industrial mergers. What can the Fiat-Chrysler merger tell business negotiators about creating value, building relationships, and coordinating action for sustainable business success? What negotiation tactics did Robin Thicke use in his dispute with Marvin Gaye’s estate over alleged infringement of song copyright? What can Apple and Samsung’s myriad of business disputes teach business negotiators about the power of mediation or negotiation to avoid the hassle of the court system? Find out in these ten business negotiation case studies.
7. Case Study of Conflict Management: New Dispute Resolution Skills
Here are three dispute resolution and conflict management skills negotiators can use to keep arguments to a minimum at the bargaining table while emphasizing productive negotiations and win-win situations bolstered by viable negotiated agreements. These three negotiation tips involve a negotiator’s personal mastery over herself, her message, and her ability to manage her team.
8. Negotiating Skills: Test Your Negotiation Decision-Making Ability
Test your ability to negotiate with a short, three-question test designed to measure an individual’s estimation of expected value and the impact of the passage of time on that expectation. Understanding these two phenomena is essential to crafting viable negotiated agreements according to negotiation research.
9. Negotiation Techniques Based on Negotiation Research from Bargaining Strategies in the M&A World
This article offers negotiation advice drawn from negotiation research about how negotiators can deal with multiple parties at the bargaining table. Using examples drawn from the world of mergers and acquisitions, the dynamics behind high-stakes bargaining scenarios and the mechanics of creating viable negotiated agreements is discussed with reference to integrative negotiations strategies whose goal is to create value and build relationships.
10. Negotiation Ethics and Fairness
Negotiation ethics and norms of fairness in negotiation scenarios is discussed in this article using negotiation research on the concepts of equality, equity, and need.
Do you have a good business negotiation story? Share it with us in the comments.