negotiation styles

Understanding Different Negotiation Styles

| | Negotiation Skills

In the business world, some negotiators always seem to get what they want, while others more often tend to come up short. What might make some people … Read Understanding Different Negotiation Styles

value claiming - value conflict

Value Claiming in Negotiation

| | Negotiation Skills

In most negotiations, we face two goals: claiming value and creating value. Value can be defined as anything you would like to get out a negotiation, whether … Read Value Claiming in Negotiation

a win. win situation

To Achieve a Win-Win Situation, First Negotiate with Yourself

| | Negotiation Skills

In business negotiations, our actions and reactions often go against creating a win-win situation. Self-examination can help, writes Getting to Yes author William Ury in his book, … Read This Post

negotiation

Value Creation in Negotiation

| | Negotiation Skills

Many people say they dread negotiating and avoid it whenever they can. Why? Typically, because they view negotiation as a competition in which one party’s gains come … Read Value Creation in Negotiation

Effective negotiation strategies

Effective Negotiation Strategies for Dealing with Competitors

| | Negotiation Skills

In the business world, organizations take competition for granted, to the extent that they often overlook opportunities to meet their goals by working with one another. But … Read This Post

Euro-Idol

Bidding in an International Business Negotiation: Euro-Idol

| | Teaching Negotiation

Euro-Idol is a four-party, two-round international business negotiation over the selection of the host country and city for the upcoming Euro-Idol music competition. In this bidding simulation … Read This Post

conflict management

Conflict-Management Styles: Pitfalls and Best Practices

| | Conflict Resolution

People approach conflict differently, depending on their innate tendencies, their life experiences, and the demands of the moment. Negotiation and conflict-management research reveals how our differing conflict-management … Read This Post

power in negotiations

Power in Negotiation: How Effective Negotiators Project Power at the Negotiation Table

| | Negotiation Skills

Negotiating power generally comes from one of three sources, according to Northwestern University professor Adam D. Galinsky and New York University professor Joe C. Magee. … Read This Post

dealing with an irrational home seller

Negotiation Examples in Real Life: Buying a Home

| | Business Negotiations

While many of our articles discuss negotiation theory and the latest research, sometimes it helps to discuss negotiation examples in real life when offering negotiation tips and … Read Negotiation Examples in Real Life: Buying a Home

logrolling

Negotiations and Logrolling: Discover Opportunities to Generate Mutual Gains

| | Mediation

Logrolling is the act of trading across issues in a negotiation. Logrolling requires that a negotiator knows his or her own priorities, but also the priorities of … Read This Post

agenda

International Negotiations and Agenda Setting: Controlling the Flow of the Negotiation Process

| | International Negotiation

When two groups are embroiled in a conflict, it is common for the party with less power to have difficulty convincing the more powerful party to sit … Read This Post

great women leaders

Great Women Leaders Negotiate

| | Leadership Skills

Great women leaders are no different than great male leaders—except that they may have faced more discrimination, lower expectations, and stronger resistance along the way. When women … Read Great Women Leaders Negotiate