Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. And they also rely on distributive bargaining strategies to try to claim as much of that larger pie for … Read More 
adversarial bargaining
The following items are tagged adversarial bargaining:
Business Negotiations: How to Improve Your Reputation at the Bargaining Table
In multi-issue business negotiations, research suggests that the advantage goes to negotiators with a reputation for collaboration rather than competition. In a series of studies by Catherine H. Tinsley and Kathleen O’Connor, participants were told they would be negotiating with someone who had either a tough reputation, a cooperative reputation, or an unknown reputation. Although … Read More
Will You Avoid a Negotiation Impasse?
In the summer of 2016, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according to Reuters. It reached that dubious milestone thanks to an epic negotiation impasse between Republican governor Bruce Rauner and the Democratic-controlled state legislature. The story of the negotiation … Read More
Using Principled Negotiation to Resolve Disagreements
Parties can often reach a better agreement through integrative negotiation—that is, by identifying interests where they have different preferences and making tradeoffs among them. If you care more about what movie you see tonight, but your friend cares more about where you have dinner, for example, you can each get your preference on the issue … Read More
Managing a Multiparty Negotiation
Multiparty negotiations can be incredibly challenging. Just ask the negotiators from over 170 countries who managed to reach agreement on October 15 on a legally binding accord to combat climate change.
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For Better Communication, Try Appreciation
Many professional negotiators have come away from talks wondering, How did that pleasant discussion turn sour? Why did the deal unravel at the last minute?
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Top 10 Negotiation Skills You Must Learn to Succeed
Increasingly, business negotiators recognize that the most effective bargainers are skilled at both creating value and claiming value—that is, they both collaborate and compete. The following 10 negotiation skills will help you succeed at integrative negotiation.
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Understanding Different Negotiation Styles
In the business world, some negotiators always seem to get what they want, while others more often tend to come up short. What might make some people better negotiators than others? The answer may be in part that people bring different negotiation styles and strategies to the bargaining table, based on their different personalities, experiences, … Read More
For Professional Negotiators, Three Is a Magic Number
Everything good comes in threes, they say. For storytellers, this means understanding that readers and listeners find a sequence of three things to be memorable, satisfying, and compelling—whether it’s three bears, three little pigs, or three kings. For professional negotiators, sequences of three can be rewarding as well. The following examples of good negotiation skills … Read More
Top 10 Notable Negotiations
In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, both inside and outside of politics, caught our eye due to the broader lessons they offer business negotiators.
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Notable Negotiations of 2017
Our notable negotiations of 2017 includes hits and misses from entertainment, sports, business, and especially politics, due to a new rough-and-tumble era in Washington.
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Learning from the Failed Negotiations to Repeal and Replace Obamacare
“It’s going to be so easy,” Donald Trump said this past October, referring to his plan to immediately repeal and replace the Affordable Care Act (ACA) if elected president. But, once in office, President Trump found healthcare reform to be much more difficult than he’d expected.
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How Professional Negotiators Can Avoid Public Controversy
In negotiation, we sometimes become so focused on what we’re trying to achieve at the bargaining table that we fail to adequately account for how the deal could look to observers. As two recent deals that the U.S. government reached with Iran show, it’s important for professional negotiators to consider the optics.
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Drinks at the White House? Clinton Plans on It
The practice of using alcohol to grease the wheels has a long and storied role in famous negotiations. In recent decades, shared drinks during adversarial bargaining helped lead to breakthroughs in conflicts in Serbia and Northern Ireland, for example.
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Articles & Insights
BATNA
- Business Negotiations
- Bargaining for a New Car: Real World Negotiations Examples
- Contract Negotiations and Business Communication: How to Write an Iron-Clad Contract
- Business Negotiation Skills to Curb Your Overconfidence
- Negotiation Skills: Four Steps for Changing Negotiation Practices in Your Organization
- Amazon–Whole Foods Negotiation: Did the Exclusive Courtship Move Too Fast?
- Conflict Resolution
- Crisis Negotiations
- What is Crisis Management in Negotiation?
- Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
- Negotiation in the News: Last Negotiating Moves From A Never-Boring President
- Police Negotiation Techniques from the NYPD Crisis Negotiations Team
- Negotiating Change During the Covid-19 Pandemic
- Dealing with Difficult People
- Examples of Difficult Situations at Work: Consensus and Negotiated Agreements
- Dealing with Difficult People and Negotiation: When Should You Give Up the Fight?
- Negotiation Tips: Listening Skills for Dealing with Difficult People
- How to Handle Difficult Customers
- Bargaining in Bad Faith: Dealing with “False Negotiators”
- Dealmaking
- Dispute Resolution
- Negotiation Case Studies: Google’s Approach to Dispute Resolution
- Cultural Barriers and Conflict Negotiation Strategies: Apple’s Apology in China
- Difficult Situations at Work – Negotiation Skills for Dealing with Difficult People
- Dispute Resolution on Facebook: Using a Negotiation Approach to Resolve a Conflict
- Alternative Dispute Resolution In-House: Mediation, Arbitration, or Med-Arb?
- International Negotiation
- Dear Negotiation Coach: How Can I Improve My Cross-Cultural Negotiation Skills?
- Dispute Resolution for India and Bangladesh
- Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
- Famous Negotiators: Tony Blair’s 10 Principles to Guide Diplomats in International Conflict Resolution
- International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process
- Leadership Skills
- Mediation
- Negotiation Research on Mediation Techniques: Focus on Interests
- Mediation vs Arbitration – The Alternative Dispute Resolution Process
- Interest-Based Negotiation: In Mediation, Focus on Your Goals
- Using E-Mediation and Online Mediation Techniques for Conflict Resolution
- Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains
- Negotiation Skills
- Negotiation Training
- Salary Negotiations
- Teaching Negotiation
- Win-Win Negotiations