Negotiation Skills: Building Trust in Negotiations
Trust in negotiations may develop naturally over time, but negotiators rarely have the luxury of letting nature take its course. Thus it sometimes seems easiest to play it … Read This Post
How Does Mediation Work in a Lawsuit?
No one likes to go to court. Not only is it expensive and time-consuming, but it often leads to frustrating results and damaged relationships. So, how does … Read How Does Mediation Work in a Lawsuit?
Art Buchwald, Paramount Pictures, and the Cost of Litigation Instead of Negotiation
When Art Buchwald sued Paramount Pictures over the 1988 Eddie Murphy movie Coming to America, the widely reported outcome was seen as a win for the late, … Read This Post
The Pitfalls of Negotiations Over Email
Negotiation research suggests that email often poses more problems than solutions when it comes to relationships, information exchange, and outcomes in conflict resolution negotiation scenarios. First, establishing … Read The Pitfalls of Negotiations Over Email
Negotiation Techniques To Get New Business Partnerships Off on the Right Foot
“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are a few of the media’s characterizations of wireless carrier AT&T’s acquisition of media and … Read This Post
Servant Leadership Theory
When considering various leadership models to emulate, leaders have a wide variety to choose from, including participative leadership, charismatic leadership, directive leadership, authoritarian leadership, and paternalistic leadership. … Read Servant Leadership Theory
BATNA Examples—and What You Can Learn from Them
What are BATNA examples in negotiation? In their bestseller Getting to Yes: Negotiating Agreement Without Giving In, Roger Fisher, William Ury, and Bruce Patton (Penguin, 1991) described … Read BATNA Examples—and What You Can Learn from Them
Unethical Negotiation Tactics: Are You Prepared for Dirty Tricks?
Unethical negotiation tactics are often difficult to detect at the bargaining table. But with advance knowledge of how they unfold, you can prepare to defuse them. … Read This Post
M&A Negotiation Strategy: Missed Opportunities in Musk’s Twitter Deal
Would Elon Musk buy Twitter or wouldn’t he? In mid-2022, that was the $44 billion dollar question at the heart of a legal battle between the Tesla … Read This Post
How to Handle Difficult Customers
Every salesperson has his or her war stories: tales of difficult customers who made extreme demands and threats, tried to take advantage, or were extremely rude. Dealing … Read How to Handle Difficult Customers
To Break Impasse, Move Beyond Concerns about Fairness in Negotiation
Arguments about what constitutes fairness in negotiation can lead parties to talk past each other and get stuck in an impasse. An interest-based approach can often encourage … Read This Post
Redevelopment Negotiation: The Challenges of Rebuilding the World Trade Center
In the wake of the destruction of the World Trade Center more than 20 years ago in New York City, there were difficult questions and challenges facing … Read This Post