Negotiation Newsletter

	About

	Subscribe

	Topic Index

	Contact Us

Browse Articles in the Topic Index

Choose from the subject areas listed to the right in
the Topic Index to see related articles.

TOPIC INDEX

Click the following topics to see related articles.

Agents
• Working with lawyers, real-estate brokers, and other agents
• Negotiating with the other side's agent
Aggression and contentiousness in negotiation
Arbitration
Auctions (negotiations with multiple bidders)
• Escalation in auctions
• The “winner’s curse”
• When to negotiate vs. when to hold an auction
Communication skills in negotiation
• Lie detection
• Reading nonverbal cues
Concessions: How to make and frame them
Conflict resolution
• Dispute system design
Consensus building
Contingent agreements
Contract essentials
• Matching rights
• Exclusivity
Cross-cultural negotiations
• Negotiating cultural differences
• Language barriers
Deadlines and other time factors
Deal conditions
Emotion in negotiation
Environment and negotiation
• Choosing a location
Environmental negotiations
Ethics in negotiation
• Fairness issues
• Lie detection
• Conflicts of interest
• Alternatives to deception
Family business negotiations
Gender differences in negotiation
Goal-setting in negotiation
Government negotiations
Human resource negotiations
• Intra-organizational conflict
• Hiring negotiations
Implementation
Influence strategies in negotiation
• Social influence and status
• The role of vivid data
Information sharing in negotiation
Interest-based negotiation
Internal negotiations
• Intra-organizational conflict
• Hiring negotiations
• Dispute system design
Interpersonal dynamics
• The role of status in negotiation
Labor-management negotiations
Leadership in negotiation
• Developing a leadership style
Legal disputes
Lying in negotiation
• Detecting lies
• Alternatives to lying
Mediation
Mergers and acquisitions
Multiparty and group negotiations
• Coalitions
Mutual-gains negotiation
Negotiating styles
Negotiating through an agent
• Working with lawyers, real-estate brokers, and other agents.
• Negotiating with the other side’s agent
Negotiation process
Negotiation skills
• Lie detection
• Assess your options by “mapping backwards”
• Improvisation
• Using “anchors”
Negotiator accountability
Negotiator irrationality (cognitive biases)
• The mythical-fixed pie
• Egocentrism
• Competitive traps
• Overconfidence
• The role of vivid data
• The winner’s curse
• Anchors in negotiation
• Focusing errors
• The framing of information in negotiation
Nonprofits and negotiation
• Negotiating with stakeholders
• Joint fact finding
Offers
• When to make the first offer
• How to make multiple equivalent simultaneous offers (“MESOs”)
• Offers and the role of choice
Persuasion in negotiation
Political negotiations
• Diplomacy
Power in negotiation
Predictions and forecasting in negotiation
• Managing risk
• Contingent contracts
• Dealing with chaos and uncertainty
Preparation strategies
• Mapping the process
• Consensus building
• Determining your “best alternative to a negotiated agreement” (BATNA)
• Joint fact finding
Rapport-building in negotiation
Real-estate negotiations
• Whether to hire an agent
• Negotiating with the other side’s agent
• Making a first offer
Relationship-building in negotiation
• The “circle of value” approach
• Alternatives to lying
• Dealing with difficult people
Renegotiation
Reputation in negotiation
• How to manage your reputation
Risk in negotiation
• The risk of betrayal
• Framing and risk
Small business negotiations
Social aspects of negotiation
• Alcohol and negotiation
Sports negotiations
Status in negotiation
Strategic alliances (negotiating)
Technology and negotiation
• Online negotiations
• Negotiating over new technologies
Threats in negotiation
Training and coaching
Trust building
Value in negotiation
• Claiming value
• Creating value