cross-cultural situations

How to Negotiate in Cross-Cultural Situations

| | Leadership Skills

Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension … Read How to Negotiate in Cross-Cultural Situations

nonnegotiable

When a Job Offer is “Nonnegotiable”

| | Negotiation Skills

Question: I am in my final year of business school and starting to prepare for job interviews. I have heard many of the organizations that recruit on … Read When a Job Offer is “Nonnegotiable”

Dispute Resolution

Union Strikes and Dispute Resolution Strategies

| | Dispute Resolution

When a conflict looms, it can be tempting for each side to try to make unilateral decisions on key issues because of the belief that negotiations with … Read Union Strikes and Dispute Resolution Strategies

negotiation BATNA

In Negotiation, How Much Do Personality and Other Individual Differences Matter?

| | Negotiation Skills

Most negotiation advice centers on the mistakes all of us make. But individual differences in personality, intelligence, and outlook could also affect your talks. Imagine how you … Read This Post

causes of conflict

Causes of Conflict: When Taboos Create Trouble

| | Conflict Resolution

Among the many causes of conflict, taboo issues that arise in negotiation and other realms can be difficult to address. Here’s how to identify and broach these … Read Causes of Conflict: When Taboos Create Trouble

Great Negotiator Christiana Figueres

New Great Negotiator Case and Video: Christiana Figueres, former UNFCCC Executive Secretary

| | Teaching Negotiation

The Program on Negotiation (PON) at Harvard Law School periodically presents the Great Negotiator Award to an individual whose lifetime achievements in the field of negotiation and … Read This Post

getting to yes

Six Guidelines for “Getting to Yes”

| | Negotiation Skills

In their revolutionary book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 3rd edition, 2011), Roger Fisher, William Ury, and Bruce Patton introduced the world to … Read Six Guidelines for “Getting to Yes”

power in negotiation

3 Types of Power in Negotiation

| | Negotiation Skills

Social psychologists have described different types of power that exist in society, and negotiators can leverage these types of power in negotiation as well. … Read 3 Types of Power in Negotiation

mediation

Mediation and the Conflict Resolution Process

| | Conflict Resolution

It’s often the case that when two people or organizations try to resolve a dispute by determining who is right, they get stuck. That’s why so many … Read Mediation and the Conflict Resolution Process

how to deal with difficult customers

How to Deal with Difficult Customers

| | Dealing with Difficult People

To hear some salespeople and service representatives tell it, difficult behavior from customers is at an all-time high. Stories of demanding customers proliferate in the press and … Read How to Deal with Difficult Customers

Negotiating with Difficult Personalities

Negotiating with Difficult Personalities and “Dark” Personality Traits

| | Dealing with Difficult People

Have you ever found yourself negotiating with difficult personalities, or negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may … Read This Post

negotiations

Managing Expectations in Negotiations

| | Conflict Resolution

Successful negotiators work hard to ensure that when they and their counterpart leave a negotiation, both sides feel satisfied with the agreement. Why should you care whether … Read Managing Expectations in Negotiations