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 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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10 Negotiation Training Skills Every Organization Needs
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 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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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.
… Read More
Daily
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
- Winner’s Curse: Negotiation Mistakes to Avoid
- In Business Negotiations, Eat Before You Negotiate
- Business Negotiation Skills: How to Deal with a Failing Business Partnership
- Negotiation Examples in Real Life – Buying a Home and Dealing with Difficult People
- Emotion and the Art of Business Negotiations
- Conflict Resolution
- Conflict Management: The Challenges of Negotiating Online
- Trying to Forgive and Move Forward Using Conflict Resolution Skills
- Women Negotiators and Barriers to the Bargaining Table
- Conflict Off the Rink: The NHL Negotiations
- Case Study of Conflict Management: To Resolve Disputes and Manage Conflicts, Assume a Neutral 3rd Party Role
- Crisis Negotiations
- Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
- In This Greece Crisis Negotiation, Tough Conditions May Have Affected the Deal
- What is Crisis Management in Negotiation?
- Police Negotiation Techniques from the NYPD Crisis Negotiations Team
- Crisis Negotiations: After the West Coast Ports Conflict, Damage Remained
- Dealing with Difficult People
- Negotiation Strategies: Bernie Sanders’ Pragmatic Approach to Negotiating in the Senate
- Examples of Difficult Situations at Work: Consensus and Negotiated Agreements
- Dealing with Difficult People: Coping with an Insulting Offer in Contract Negotiations
- Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
- How to Renegotiate a Bad Deal
- Dealmaking
- Should Women “Lean In” to Create More Value in Negotiations?
- Negotiation Techniques: The First Offer Dilemma in Negotiations
- Negotiation Techniques: How to Predict a Negotiator’s Decisions
- Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy
- Power in Negotiation: Examples of Being Overly Committed to the Deal
- Dispute Resolution
- Alternative Dispute Resolution (ADR) Techniques: Negotiating Conditions
- Alternative Dispute Resolution In-House: Mediation, Arbitration, or Med-Arb?
- Crisis Negotiation Skills: The Hostage Negotiator’s Drill
- How to Negotiate with Friends and Family
- Dispute Resolution Strategies for Managing Internal Conflicts in Organizations
- International Negotiation
- Cross-Cultural Communication in Business Negotiations
- Diplomatic Negotiations: The Surprising Benefits of Conflict and Teamwork at the Negotiation Table
- Overcoming Cross-Cultural Barriers to a Negotiated Agreement: Negotiation Ethics and International Negotiations
- Dispute Resolution for India and Bangladesh
- Cross Cultural Communication: Translation and Negotiation
- Leadership Skills
- Mediation
- Why is Negotiation Important: Mediation in Transactional Negotiations
- Arbitration vs Mediation: The Definition of Mediation as a Problem Solving Process
- Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
- How Mediation Can Help Resolve Pro Sports Disputes
- Mediation Checklist: What to Know When Hiring Mediators
- Negotiation Skills
- The Importance of Communication in Negotiations: Preparing Your Negotiating Team
- Steelers Find Mutual Gains In “Non-negotiation” with Antonio Brown
- 5 Good Negotiation Techniques
- The Power of a Simple Thank You in Negotiation
- Expanding the Pie: Integrative versus Distributive Bargaining Negotiation Strategies
- Negotiation Training
- Salary Negotiations
- Teaching Negotiation
- The Moral Quandary: Negotiation Exercises Featuring Ethical Dilemmas
- How Negotiation Role-Play Simulations Can Help You Resolve Environmental Disputes
- The Value of Using Scorable Simulations in Negotiation Training
- Cross-Cultural Video: Negotiation Examples, Lessons And Advice From PON Faculty
- Negotiate the Healthcare Industry
- Win-Win Negotiations
- Win-Lose Negotiation Examples
- Google’s Negotiations with Groupon: How Business Negotiators Can Maximize Value Claiming When Engaging in Integrative Negotiations
- Win Win Negotiation: Managing Your Counterpart’s Satisfaction
- What is a Win-Win Negotiation?
- Win Win Negotiations: Can’t Beat Them? Join a Coalition.