Settling Out of Court: Negotiating in the Shadow of the Law
When disputes arise, negotiators face the difficult question of whether to try to reach a settlement on their own or hand decision-making power over to a judge, … Read This Post
Distributive Bargaining Strategies
Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, … Read Distributive Bargaining Strategies
How to Negotiate a Business Deal
In late 2016 and early 2017, news stories abounded of companies that were having second thoughts about planned mega-mergers. Abbott Laboratories began looking for ways to exit … Read How to Negotiate a Business Deal
How to Deal with Cultural Differences in Negotiation
When figuring out how to deal with cultural differences in negotiation, it helps to consider the cultural prototypes represented at the bargaining table—but individual differences count, as … Read This Post
AI Negotiation in the News
OpenAI’s unveiling of its ChatGPT software in late 2022 has led to some notable conflicts and negotiations, in addition to new applications of AI to negotiation and … Read AI Negotiation in the News
The Art of Negotiation: Anger Management at the Bargaining Table
Displays of anger can pay off for negotiators, at least when it comes to claiming value in negotiation, research shows. Viewing angry negotiators as formidable opponents, we … Read This Post
Seeking Advice from Others: Framing for Maximum Effect
Whether you are seeking advice from others or giving advice, the way you frame your message may be just as important as what you have to say. … Read This Post
How to Counter Offer Successfully With a Strong Rationale
In negotiation, some justifications are more persuasive than others, research suggests. And learning how to counter offer in the right way can make significant differences in outcomes. … Read This Post
Deal-Making Don’ts: Lessons from Yahoo’s Tumblr Acquisition
On May 19, 2013, internet company Yahoo announced it was purchasing the blogging service Tumblr for about $1.1 billion in cash. The acquisition was intended to put … Read This Post
Are Salary Negotiation Skills Different for Men and Women?
Most negotiators don’t engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost … Read This Post
In Salary Negotiations, Women Do Ask
In a reversal of past findings, women with MBA’s are now more likely to ask for higher pay in salary negotiations than their male peers, a new … Read In Salary Negotiations, Women Do Ask
Should Women “Lean In” to Create More Value in Negotiations?
Back in early 2008, Facebook founder and CEO Mark Zuckerberg began thinking about hiring Sheryl Sandberg, a vice president at Google and a former chief of staff … Read This Post