How can managers and their organizations increase the odds that negotiation training will lead to beneficial long-term results? Here are several pieces of advice, drawn from experts at the Program on Negotiation at Harvard Law School.
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emotional temperature
The following items are tagged emotional temperature
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Using E-Mediation and Online Mediation Techniques for Conflict Resolution
Suppose you want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but for various reasons, meeting face-to-face would be difficult. That’s where online mediation comes in.
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Body Language in the Negotiation Process and the Impact of Gender at the Bargaining Table
How important is body language in the negotiation process? Negotiators are often advised to engage in small talk before getting down to business.
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Emotional Intelligence as a Negotiating Skill
The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research.
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Negotiation Skills: Threat Response at the Bargaining Table
When someone issues a threat or an ultimatum, take a step back and diagnose the problem. Consider how you would respond to threats and ultimatums such as these during negotiation. In the face of such tough talk, should you strike back with a counterthreat? Probably not. Because counterthreats raise the emotional temperature of a negotiation, … Read More
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How to Control Your Emotions in Conflict Resolution
To guard against acting irrationally or in ways that can harm you, authors of Beyond Reason: Using Emotions As You Negotiate Roger Fisher and Daniel Shapiro advise you to take your emotional temperature during a negotiation. Specifically, try to gauge whether your emotions are manageable, starting to heat up, or threatening to boil over.
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How Negotiators Can Stay on Target at the Bargaining Table
An excerpt from PON faculty member Francesca Gino’s book Sidetracked: Why Our Decisions Get Derailed, and How We Can Stick to the Plan discusses the importance of staying on target in negotiations whether personal or business in nature.
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Sidetracked: Why and How We Decide to Act
Francesca Gino’s newest book, Sidetracked: Why Our Decisions Get Derailed and How We Can Stick to the Plan discusses a common shortcoming that we have all faced at some point in our lives – the inability to set a goal and stick to it.
Often when we set goals for ourselves we seek to rectify some … Read More
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Should You Ignore a Threat
Adapted from “Threat Response at the Bargaining Table,” first published in the Negotiation newsletter.
Consider how you would respond to threats and ultimatums such as these during a negotiation:
• “If you try to back out, you’ll never work in this industry again.”
• “Give us what we want, or we’ll see you in court.”
• “That’s our final … Read More
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Articles & Insights
BATNA
- Business Negotiations
- The Winner’s Curse in Negotiation: How to Avoid It
- Contingency Contracts in Business Negotiations: Agreeing to Disagree
- Negotiation Advice for Buying a Car: Tips for Improving Your Negotiating Position
- The Star Wars Negotiations and Trust at the Negotiation Table
- How to Set Negotiation Goals as a Manager
- Conflict Resolution
- How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table
- How to Deal with Threats: 4 Negotiation Tips for Managing Conflict at the Bargaining Table
- Family Business Conflict Resolution and Negotiation
- Case Studies: Examples of Conflict Resolution
- Tough Topics in Negotiation: Negotiating a Non-Compete Agreement with Employers
- Crisis Negotiations
- In This Greece Crisis Negotiation, Tough Conditions May Have Affected the Deal
- Crisis Negotiations: After the West Coast Ports Conflict, Damage Remained
- What is Crisis Management in Negotiation?
- Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
- Police Negotiation Techniques from the NYPD Crisis Negotiations Team
- Dealing with Difficult People
- Dealmaking
- Managing a Multiparty Negotiation
- Case Study of Business Negotiations and Deal Making: Giving Voice to Negotiators Away from the Bargaining Table
- MESO Negotiation: The Benefits of Making Multiple Equivalent Simultaneous Offers in Business Negotiations
- An Exclusivity Period: A Useful Tool for Eliminating the Competition
- Understanding Exclusive Negotiation Periods in Business Negotiations
- Dispute Resolution
- Examples of Difficult Situations at Work – Negotiation Skills for Dealing with Difficult People
- Top 10 Dispute Resolution Skills
- Three Questions to Ask About the Dispute Resolution Process
- Using Principled Negotiation to Resolve Disagreements
- Dispute Resolution on Facebook: Using a Negotiation Approach to Resolve a Conflict
- International Negotiation
- How to Overcome Cultural Barriers in Communication – Cultural Approximations of Time and the Impact on Negotiations
- Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table
- What is the Multi-Door Courthouse Concept
- Top International Negotiation Case Studies in Business: The Microsoft-Nokia Deal
- Famous Negotiators: Tony Blair’s 10 Principles to Guide Diplomats in International Conflict Resolution
- Leadership Skills
- Challenges Facing Women Negotiators
- Servant Leadership and Warren Buffett’s Giving Pledge
- Body Language in the Negotiation Process and the Impact of Gender at the Bargaining Table
- Leadership Skills in Negotiation: How to Negotiate Equity Incentives with Senior Management
- Leadership Styles in Crisis Negotiations
- Mediation
- Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
- Using E-Mediation and Online Mediation Techniques for Conflict Resolution
- Alternative Dispute Resolution: Values-Based Role Play Simulations for Improving Mediation Skills
- Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
- Managing Faultlines Group Negotiations
- Negotiation Skills
- 5 Tips for Improving Your Negotiation Skills
- Power in Negotiation: How Effective Negotiators Project Power at the Negotiation Table
- Developing Negotiation Skills for Integrative Negotiations – Does Personality Matter?
- For Professional Negotiators, Three Is a Magic Number
- What is Anchoring in Negotiation?
- Negotiation Training
- Salary Negotiations
- Teaching Negotiation
- Learn from the Best with the Great Negotiator
- Internal Negotiation: Setting Up For Success
- Teach Coalition Management in Multiparty Negotiations
- Using Negotiation Games to Develop Skills for Commercial Dispute Resolution
- What Are Our Students Actually Learning? Gauging Effectiveness in Teaching Negotiation
- Win-Win Negotiations
