Negotiation research suggests that e-mail often poses more problems than solutions when it comes to relationships, information exchange, and outcomes. Here is a case study of conflict management and negotiation about the challenges of building rapport with your counterpart when negotiating online.
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Social
The following items are tagged Social:
In Employment Contract Negotiation, “No Haggling” Isn’t the Answer
Back in spring 2015, Ellen Pao, the former CEO of social networking and news website Reddit, revealed in an interview with the Wall Street Journal that her company had taken a bold move in its efforts to create an “equal opportunity environment for everyone” at the company. Specifically, Reddit no longer negotiates salary with job … Read More
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 well.
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The Importance of Power in Negotiations: Taylor Swift Shakes it Off
In negotiation, our success often hinges on our bargaining power—which in turn can depend on forces beyond our control. That truism was highlighted in two recent disputes arising from business negotiations over the pricing of copyrighted material in the digital era, one from the music world, the other from publishing.
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5 Types of Negotiation Skills
Businesspeople who are looking for effective negotiation strategies often confront a dizzying array of advice. It can be useful to take a step back and categorize these strategies into various types of negotiation tactics. Highlighting the benefits of negotiation in business, the following five types of negotiation tactics can help you think more broadly about … Read More
Price Anchoring 101
Opening offers have a strong effect in price negotiations. The first offer typically serves as an anchor that strongly influences the discussion that follows. In research documenting price anchoring, psychologists Daniel Kahneman and Amos Tversky found that even random numbers can have a dramatic impact on people’s subsequent judgments and decisions.
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Emotional Intelligence as a Negotiating Skill
The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research.
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New Simulation on Cyber Defense of Critical Urban Infrastructure
Save Fairport: Planning for Social Cyber Defense of Critical Urban Infrastructure
Cybersecurity for critical urban infrastructure is a major public safety issue for cities. Cyber-attacks can cause major physical damage, as well as sow chaos and undermine public faith in government. Cyber criminals constantly develop new types of malware, which may not be detectable by current … Read More
How Much Does Personality in Negotiation Matter?
We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality in negotiation matter?
Before we explore this topic, please answer “True” or “False” in response to the following questions:
1. Extroverted negotiators tend to perform better than introverted negotiators.
2. Agreeable … Read More
International Negotiations: North and South Korea Talks Collapse
On June 12, North Korea and South Korea were supposed to have met in Seoul to explore whether they could get beyond their decades-old divisions and forge a rapprochement. It would have been the highest government dialogue between the divided nations in years.
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Teach by Example with These Negotiation Case Studies
Negotiation case studies use the power of example to teach negotiation strategies. Looking to past negotiations where students can analyze what approaches the parties took and how effective they were in reaching an agreement, can help students gain new insights into negotiation dynamics. The Teaching Negotiation Resource Center (TNRC) has a variety of negotiation case … Read More
Unlocking Cross-Cultural Differences in Negotiation
Cross-cultural differences in negotiation can be particularly challenging. When people from different cultures negotiate, they often feel uncertain about how to act and confused by one another’s statements and behavior. The potential for misunderstandings and conflict is often high as a result. In her new book, Rule Makers, Rule Breakers: How Tight and Loose Cultures … Read More
Managing Faultlines in Group Negotiations
Group negotiations are a fact of managerial life, yet the outcomes of teamwork are highly unpredictable. Sometimes groups cohere, reaching novel solutions to nagging problems, and sometimes infighting causes them to collapse. How can you predict when conflict will emerge in groups, and what can you do to stop it?
Dora Lau of the Chinese University … Read More
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Articles & Insights
BATNA
- Business Negotiations
- Conflict Resolution
- How to Keep Lines of Communication Open at the Thanksgiving Dinner Table
- Conflict Management: The Challenges of Negotiating Online
- Teach Your Children How to Resolve Conflicts With This Book
- Why Is Sincerity Important? How to Avoid Deception in Negotiation
- Negotiation with Your Children: How to Resolve Family Conflicts
- Crisis Negotiations
- Dealing with Difficult People
- Negotiation Strategies: Bernie Sanders’ Pragmatic Approach to Negotiating in the Senate
- Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
- Managing Difficult Employees, and Those Who Just Seem Difficult
- Dealing with Difficult People: Lies, Lies, and More Lies
- Coping with Difficult Coworkers
- Dealmaking
- Dispute Resolution
- The Importance of Power in Negotiations: Taylor Swift Shakes it Off
- Employee Grievances: Are Most Legal Disputes Resolved in Litigation or Arbitration?
- Repairing Relationships Using Negotiation Skills
- Negotiation Ethics: How to Navigate Ethical Dilemmas at the Bargaining Table
- The Right Way to Regulate Emotion in Negotiation
- International Negotiation
- International Negotiations: North and South Korea Talks Collapse
- How to Solve Intercultural Conflict
- How to Overcome Cross Cultural Barriers in Negotiation
- Negotiation Case Studies: The Bangladesh Factory-Safety Agreements
- A Crisis Negotiations Case Study: Chen Guangcheng, the United States, China, and Diplomatic Negotiations
- Leadership Skills
- Mediation
- Negotiation Skills
- Negotiation Training
- Implement Negotiation Training in Your Organization
- Make the Most of Negotiation Skills Training
- The Book of Real-World Negotiations: Successful Strategies from Government, Business, and Daily Life
- Negotiation Training: What’s Special About Technology Negotiations?
- 10 Negotiation Training Skills Every Organization Needs
- Salary Negotiations
- Teaching Negotiation
- Win-Win Negotiations
- Labor Negotiation Strategies
- Win-Win Negotiations: Should You Consider a Deal Sweetener?
- Google’s Negotiations with Groupon: How Business Negotiators Can Maximize Value Claiming When Engaging in Integrative Negotiations
- Break a Competitive Cycle with Win-Win Negotiation Strategies
- Why Win-Win Negotiation Has Been Elusive in Covid-19 Vaccine Talks