Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.


issues of negotiation

What are the Issues of Negotiation?

Some of the common issues of negotiation experiences include anchors, ethical behavior, logistics, and difficulty finding common ground. 

There are a surprising number of issues of negotiation agreement meetings. For example, many negotiators neglect to devote adequate time to critical negotiation logistics, such as where to negotiate, how formal or informal talks should be, and even the shape of the negotiating table.

Other issues of negotiation experiences seem clear-cut. Most of us imagine we would negotiate ethically in any situation. However, uncertainty increases the likelihood that we will be unethical, Roy J. Lewicki of Ohio State University and other researchers have noted. Uncertainty about the material facts in a negotiation can inspire unethical behavior, and many of us may unknowingly adjust our ethical standards based on the negotiation context.

Still, one of the most significant issues of negotiation is around personality differences. Openness, a measure of one’s imaginative thinking, broad-mindedness, and intellectual curiosity, is associated with higher gains for both parties in multi-issue negotiations. Negotiators who score high in openness are skilled at identifying solutions that benefit both themselves and their counterparts.

To what degree can you alter aspects of your personality, motives, and other traits to improve your negotiation results? It can be quite difficult for negotiators to change their natural tendencies, but with proper guidance, practice, and discipline, it often can be done. 

Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.

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The following items are tagged issues of negotiation:

Individual Differences in Negotiation—and How They Affect Results

Posted by & filed under Business Negotiations.

Negotiation advice is often “one size fits all,” yet we approach negotiations with vastly different experiences and traits. How do individual differences in negotiation play out? In one study, Washington University professor Hillary Anger Elfenbein and her colleagues found evidence that individual differences, including personality, accounted for an impressive 49% of the variance in negotiators’ … Read  

Negotiation Logistics: Best Practices for Better Deals

Posted by & filed under Dealmaking.

Negotiators are often so intent on preparing for the substance of a negotiation—researching the other party, analyzing their alternatives, and so on—that they neglect to devote adequate time to critical negotiation logistics, such as where to negotiate, how formal or informal talks should be, and even the shape of the negotiating table. Before the official start … Read  

Negotiation in the News: In a new role, Hollywood actresses fight for equitable pay

Posted by & filed under Salary Negotiations.

In December 2014, leaks of data hacked from Sony Pictures revealed pay inequities between men and women, both actors and studio executives. The revelations drew attention in Hollywood and beyond about the lingering salary gap between men and women. In particular, the news that American Hustle stars Jennifer Lawrence and Amy Adams were paid less … Read  

Negotiating the Path of Abraham: The Flip Side of the Middle East

Posted by & filed under Daily, Events.

The Abraham Path Initiative and the Program on Negotiation at Harvard Law School are pleased to present:

Negotiating the Path of Abraham: The Flip Side of the Middle East

with William Ury Co-author of “Getting to Yes” and co-founder of Harvard’s Program on Negotiation  and Dave Cornthwaite, Leon McCarron, Hannah Messerli, James Sebenius, and José Filipe Torres Saturday October 10 1:30-5 PM Milstein East B, Wasserstein Hall Harvard Law School Campus Free … Read  

The Enduring Power of Anchors

Posted by & filed under Negotiation Skills.

In past issues of Negotiation, we’ve reviewed the anchoring effect – the tendency for negotiators to be overly influenced by the other side’s opening bid, however arbitrary. When your opponent makes an inappropriate bid on your house, you’re nonetheless likely to begin searching for data that confirms the anchor’s viability. This testing is likely to … Read