Studying different negotiation topics helps us prepare for the sometimes unpredictable nature of real-life bargaining and negotiation situations.
From business bargaining to tough conversations to sensitive and controversial issues, studying and reviewing a variety of negotiation topics can help us prepare for the issues that may come up at any point in a negotiation.
For example, though it’s usually beneficial to discuss all relevant issues simultaneously, there are times when quarantining a particularly controversial issue will allow you to make headway—and build trust—on more manageable matters.
Other negotiation topics may trigger your own assumptions and behaviors that can help create and perpetuate negotiation dynamics you desperately want to avoid. In almost all negotiations, however, the issue of fairness is involved.
Bargaining research has identified three fairness norms that negotiators frequently invoke: equality, equity, and need. Harvard Business School and Program on Negotiation at Harvard Law School professor Max Bazerman has found that professional arbitrators relied on a fourth fairness norm: maintaining the status quo.
Many organizations resolve conflict by resisting radical change. Your annual raise, for instance, is probably a percentage increase from last year’s salary—the status quo. What if last year’s salary wasn’t fair to begin with? Then the organization has simply institutionalized a past inequity.
In negotiations, you should strive to bring fairness considerations to the surface, so that everyone will understand one another’s needs and wants.
In today’s market, consumers are often the more powerful parties in negotiations with sellers.
To claim the most value in your next haggling experience, use the following six negotiation strategies.
As the starting point from which all commercial transactions occur, from purchasing equipment to setting salaries, negotiatiosn in business is an essential skill no matter what field a negotiator finds herself. Using an objective standard can strengthen your proposal and eliminate emotional bias.
You’ve mastered the basics of good negotiation techniques: you prepare thoroughly, take time to build rapport, make the first offer when you have a strong sense of the bargaining range, and search for wise tradeoffs across issues to create value. Now, it’s time to absorb five lesser-known but similarly effective negotiation topics and techniques that … Read
Negotiators involved in high-stakes mergers and acquisitions typically come to the table armored in meticulously tailored apparel and designer shoes. But as Dana Mattioli reports in a recent Wall Street Journal negotiation topics in business article, those who are trying to woo business from an apparel company often end up dressing down at the bargaining … Read
One of the most popular negotiation topics in business concerns the role of outsiders to the negotiation. In this article the Program on Negotiation explores how to include outsiders in both your strategy and at-the-table negotiations.
Regrouping from the cancellation of the 2004–2005 season due to failed labor negotiations, National Hockey League (NHL) teams and players faced the challenge of radically restructuring their collective bargaining agreement (CBA) in July 2005. The new CBA instituted a uniform cap (as well as a floor) on team payrolls. It also set maximums and minimums … Read
Projecting power at the negotiation table is one tactic bargainers can employ to obtain their objectives in bargaining scenarios. In this article we examine Amy Cuddy’s research with regards to power, body language, and the impact they have on your negotiating skills and negotiation tactics.
Dissatisfied with her initial book contract, comedian Amy Schumer used her negotiation skills to bargain for an even better contract. Find out how she did it in this article drawn from examples of negotiation in real life.
What challenges do Chinese female negotiators face in negotiations in China? Like their counterparts in the West, female negotiators in China encounter barriers to doing business, but instead of a “glass ceiling,” many female Chinese feel they are rooted to a “sticky floor.”