In previous international negotiation articles from cross cultural negotiation case studies, we have focused on how international negotiators can avoid cognitive biases and overcome cultural barriers. But how do negotiators dealing with counterparts that speak another language modify their negotiation techniques to accommodate for the lack of a common language?
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power plays
The following items are tagged power plays:
Negotiation Skills: Ways to Use Power Plays in a Negotiation
Attempts to exercise power can backfire. As a negotiator, you must balance these three risks against the potential benefits of developing and exercising power.
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What is Dispute System Design?
Dispute System Design (DSD) is the process of identifying, designing, employing, and evaluating an effective means of resolving conflicts within an organization. In order to be effective, dispute systems must be thoroughly thought out and carefully constructed.
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When deals fall apart
For investors and employees of office-space company WeWork, the April 1 news was no joke: Japanese conglomerate SoftBank, WeWork’s dominant shareholder, was reneging on an agreement to buy $3 billion of the company’s stock from them. A longtime financial backer of WeWork, SoftBank had agreed to the purchase as part of a bailout of the … Read More
Top 10 Dispute Resolution Skills
Too often, dispute resolution can be an acrimonious and unproductive process. The following 10 negotiation and conflict resolution strategies can help you find creative ways to reach mutually satisfactory agreements.
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Negotiation in the news: Power trip: For New York’s real estate industry, a shocking defeat
When negotiators are accustomed to getting their way, they tend to rely on the same tried-and-true bargaining tactics—and fail to notice when they’ll no longer work. That’s the lesson New York City’s real estate industry was
forced to absorb in June after the newly Democratic-controlled legislature in Albany announced a landmark deal to strengthen the state’s rent … Read More
Beating the Odds in Difficult Negotiations
Sometimes our negotiation goals seem manageable, such as securing an annual raise or reeling in a new client. At other times we shoot for the moon, aiming to change deeply ingrained practices or to get much more from our counterparts than they want to give. When we set high goals, choices about our negotiating behavior … Read More
The German Chancellor Seizes the Day, with Hesitation
Some negotiators make a strong impression through bold opening statements and mesmerizing presentations. Others sit back, closely observing their counterparts and gathering information before making any decisive moves.
German chancellor Angela Merkel is the latter type: quiet, watchful, and slow to act. Her style springs from many factors, writes George Packer in a profile of Merkel … Read More
Dealing with difficult people— even when you don’t want to
In your negotiations, have you ever faced a truly difficult negotiator—someone whose behavior seems designed to provoke, thwart, and annoy you beyond all measure?
For some Western leaders these days, the negotiator who best fits that description might be Russian president Vladimir Putin. Since the beginning of the crisis in Ukraine, the Russian leader has seemed … Read More
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Articles & Insights
BATNA
- What is BATNA? How to Find Your Best Alternative to a Negotiated Agreement
- Negotiation research you can use: The irrational impact of disappearing BATNAs
- BATNA and Other Sources of Power at the Negotiation Table
- Negotiation Examples: How Crisis Negotiators Use Text Messaging
- Take your BATNA to the Next Level
- Business Negotiations
- Conflict Resolution
- Tough Topics in Negotiation: Negotiating a Non-Compete Agreement with Employers
- How to Deal with Threats: 4 Negotiation Tips for Managing Conflict at the Bargaining Table
- Do Attitudes in Negotiation Influence Results?
- The Pitfalls of Negotiations Over Email
- In Real-Life Conflict Scenarios, Promote Constructive Dissent
- Crisis Negotiations
- Learning from crisis negotiations
- What is Crisis Management in Negotiation?
- Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
- Negotiation in the News: Last Negotiating Moves From A Never-Boring President
- Police Negotiation Techniques from the NYPD Crisis Negotiations Team
- Dealing with Difficult People
- Negotiating with the Enemy
- Negotiation Tactics for Bargaining with Difficult People: The Comcast Merger
- Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
- Managing Difficult Conversations: Achieving Objectives with Backmapping Negotiation Strategies
- When Dealing with Difficult People, Try a Complementary Approach
- Dealmaking
- Dispute Resolution
- International Negotiation
- Best Negotiators in History: Nelson Mandela and His Negotiation Style
- How to Overcome Cultural Barriers in Communication – Cultural Approximations of Time and the Impact on Negotiations
- The Negotiation Process in China
- Government Negotiations and Beyond: Using Carrots and Sticks Effectively
- How to Overcome Cultural Barriers in Negotiation
- Leadership Skills
- Negotiations, Gender, and Status at the Bargaining Table
- How to Negotiate in Cross-Cultural Situations
- Organizational Leadership: Negotiating Buy-In to Your Cause
- Leadership Styles in Negotiation: The Case of Ebay and Paypal
- Leadership Skills in Negotiation: How to Negotiate Equity Incentives with Senior Management
- Mediation
- Mediation Techniques – Resolve Disputes and Manage Conflict with These Mediation Skills
- The Mediation Process and Dispute Resolution
- Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
- Types of Mediation: Choose the Type Best Suited to Your Conflict
- Why is Negotiation Important: Mediation in Transactional Negotiations
- Negotiation Skills
- Reservation Point in Negotiation: Reach Negotiated Agreements by Asking the Right Questions
- Dear Negotiation Coach: Can Negotiation Theory Help Us Understand Our Religious Identity?
- Understanding Different Negotiation Styles
- Emotional Triggers: How Emotions Affect Your Negotiating Ability
- Creating Value in Integrative Negotiations: Myth of the Fixed-Pie of Resources
- Negotiation Training
- Salary Negotiations
- Teaching Negotiation
- New Simulation on Bidding in an International Business Negotiation: Euro-Idol
- Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?
- Teaching Mediation: Exercises to Help Students Acquire Mediation Skills
- Check Out the International Investor-State Arbitration Video Course
- Learn from the Best with the Great Negotiator Case Studies
- Win-Win Negotiations