How to Counteroffer in Business Negotiation
Imagine you’ve received a salary offer for a new job that’s less than you’d hoped for, or a client has delivered a “take it or leave it” … Read How to Counteroffer in Business Negotiation
Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
It’s a classic famous negotiations case. In the summer of 1988, National Basketball Association (NBA) team owners and players were at loggerheads over their new contract. At … Read This Post
Negotiation Tactics, BATNA and Examples for Creating Value in Business Negotiations
Learning great BATNA examples, or estimations of your best alternative to a negotiated agreement as well as that of your negotiating counterpart, are essential to effective negotiation … Read This Post
Renegotiation Lessons from the NAFTA Talks
Renegotiation poses significant challenges to negotiators, especially when they are dissatisfied with their current agreement. … Read Renegotiation Lessons from the NAFTA Talks
Pope Francis and the Benefits of Servant Leadership in Negotiations
Progress on global climate change accords has been incremental at best and nonexistent at worst. As in any negotiation, it is important to get the issues right … Read This Post
From Agent to Advisor: How AI Is Transforming Negotiation
At the Program on Negotiation’s 2025 AI Negotiation Summit, negotiation and computer science experts from around the world described how AI tools can empower us to negotiate … Read This Post
Negotiating a Non-Compete Agreement with Employers
In integrative negotiation, each side seeks to create and claim value with an eye towards the future of the negotiating relationship. One way of securing this relationship … Read This Post
Undecided on Your Dispute Resolution Process? Combine Mediation and Arbitration, Known as Med-Arb
The choice: arbitration vs. mediation. You’re not sure which of two common dispute resolution processes, mediation or arbitration, to use to resolve your conflict. Mediation is appealing … Read This Post
Emotional Triggers: How Emotions Affect Your Negotiating Ability
Imagine you’re about to negotiate with a competing firm about a possible merger, but will need to combat emotional triggers. You enter the conference room and find … Read This Post
Win-Win Bargaining: Private Negotiation, Public Auction, or Both?
Win-win bargaining requires us to choose the right dealmaking process. News stories involving Amazon and Apple highlight the pros and cons of private negotiations, public auctions, and … Read This Post
How to Negotiate Under Pressure
At the time, it seemed to be an example of coolheaded dealmaking in the midst of disaster. In 2009, hit hard by the 2008 financial crisis and … Read How to Negotiate Under Pressure
Streaming Toward Win-Win Negotiation: Spotify Upgrades Its Negotiating Strategy
Win-win negotiation proved elusive for Spotify in 2006 negotiations with Taylor Swift. Seeming to have learned from that episode, the streaming service recently negotiated changes to its … Read This Post