Ethical leadership has proven to be elusive at Boeing, but why? Recent analyses have uncovered common psychological biases that can keep leaders—and all of us—from meeting our own high moral standards. … Read More 
In the heat of conflict, it can be difficult to think rationally about how you got where you are and how you might make things better. But by taking a break to consider the elements of conflict, you can move toward a more rational assessment of the dispute and come up with ways to address … Read More
For a new employee, salary negotiation skills can be the most important and the most intimidating, but the most important, of difficult conversations to have at the beginning of your career. A new employee, successfully negotiating a salary offer up by $5,000 could make a huge difference over the course of her career. … Read More
Worldwide, mediation has become a common means of resolving conflict, ranging from divorce to workplace disputes to broken contracts. Yet mediation remains an underused tool for resolving disputes in U.S. professional sports leagues. … Read More
A reservation point negotiation is a bargaining scenario in which each side is trying to reconcile the other’s highest offer and the other’s lowest price. This negotiation example can apply to many other bargaining situations and demonstrates the value of open communication with your counterpart at the negotiation table. … Read More
Hardball tactics—such as lies, threats, and insults—can catch us off guard in negotiation and lead us to make poor decisions. Our expert tips on preparing for hardball tactics will help you stay on track. … Read Dealing with Hardball Tactics in Negotiation
If you have ever owned a cell phone or been issued a credit card, odds are you’ve signed an arbitration agreement. You also may have signed an arbitration agreement when you started your current job or a past one, whether you remember doing so or not. … Read What is an Arbitration Agreement?
To hear some salespeople and service representatives tell it, difficult behavior from customers is at an all-time high. Stories of demanding customers proliferate in the press and on social media, while customers likewise complain that their needs increasingly are not being met by companies focused on the bottom line. … Read How to Deal with Difficult Customers
Looking back at our Top 10 Notable Negotiations of 2022, which highlight key lessons that negotiators can take away from dealmaking and conflict resolution in government, business, and beyond. … Read Top 10 Notable Negotiations of 2022
Positional bargaining may sound like business as usual, but it shouldn’t be. In fact, positional bargaining is typically an ineffective way of reaching an agreement for numerous reasons, including the following three, according to the authors of Getting to Yes. … Read Positional Bargaining Pitfalls
Circular deals in which AI companies repeatedly invest in each other have become increasingly common—and could be cause for concern. … Read What Are Circular Deals?
For Taylor Swift, the negotiation goal of owning her master recordings was a long time coming. With patience, tenacity, and a win-win negotiation strategy, the superstar forged an ingenious solution. … Read Taylor Swift’s Negotiation Dream Comes True
