When you download the New Conflict Management: Effective Conflict Resolution Strategies to Avoid Litigation you will learn how wise negotiators extract unexpected value using an indirect approach to conflict management.


negotiation and conflict management research

The following items are tagged negotiation and conflict management research:

Creating Value in Negotiations through Word Choice

Posted by & filed under Negotiation Skills.

When the delegates from the Group of 20—the world’s 20 largest economies, or G20—met in Buenos Aires, Argentina, in December 2018 to negotiate reforms to the global trading system, the words they didn’t use turned out to be just as important as the ones they did when it came to creating value in negotiations. … Read More 

How to Manage Conflict at Work

Posted by & filed under Conflict Resolution.

A 62-year-old salesman believes he has convincing evidence that his boss passed him over for a promotion because of his age. What options does he have? He could let the matter drop and perhaps look for another job. He could file an employment-discrimination lawsuit. Or, if his company offers mediation services, he could have the … Read More 

How to Avoid the Negative Impact of Goal Setting: Setting Realistic Objectives in Negotiations

Posted by & filed under Negotiation Skills.

Imagine that you’re a freelance marketing consultant who is negotiating the conditions of a long-term assignment with a new client. As you think about what you will charge, you set a goal that you consider to be challenging but not impossible. The project manager balks when you first quote your rate, but you end up … Read More 

Intercultural Negotiations: When Negotiators Try Too Hard

Posted by & filed under Conflict Resolution.

Adapted from “Coping with Culture at the Bargaining Table,” first published in the May 2009 issue of Negotiation. Though intercultural negotiating schemas can be useful, negotiators often give too much weight to them, according to an article in the May issue of the journal Negotiation and Conflict Management Research, “Starting Out on the Right Foot: Negotiation Schemas When … Read More 

In negotiation, put your best foot forward

Posted by & filed under Negotiation Skills.

Imagine yourself in these negotiating scenarios:

After a freelance designer has finished a big project for your company, you discover some urgent extra work that you should have given him. The designer mentioned that he needs a break and is going to take a few days off. Would you approach him about doing the work, and … Read More