What Makes a Good Mediator?
What makes a good mediator? And how is it that mediators—who themselves lack any power to impose a solution—nevertheless often lead bitter disputants to agreement? … Read What Makes a Good Mediator?
Cognitive Biases in Negotiation and Conflict Resolution – Common Negotiation Mistakes
Negotiators planning to engage in conflict resolution in a personal or business disputes should be aware of cognitive biases in negotiation, particularly when your dispute is being … Read This Post
The Pitfalls of Negotiations Over Email
Negotiation research suggests that email often poses more problems than solutions when it comes to relationships, information exchange, and outcomes in conflict resolution negotiation scenarios. First, establishing … Read The Pitfalls of Negotiations Over Email
Interest-Based Negotiation: In Mediation, Focus on Your Goals
How can you get through to people who seem uninterested in finding common ground? How can you deal with seemingly irrational negotiators who use insults, threats, and … Read This Post
Alternative Dispute Resolution (ADR) Techniques: Negotiating Conditions
A married couple was debating whether their four-year-old daughter should attend public or private elementary school. It was a difficult issue, and Mike had a tendency to … Read This Post
Now Available: Full Videos from the AI Negotiation Summit
On March 8 and 9, 2025, the Program on Negotiation (PON) convened leading practitioners and scholars on artificial intelligence (AI) and negotiation to present their cutting-edge research … Read This Post
The Importance of a Relationship in Negotiation
At the negotiation table, what’s the best way to uncover your negotiation counterpart’s hidden interests? Build a relationship in negotiation by asking questions, then listening carefully. Even … Read The Importance of a Relationship in Negotiation
Lessons Learned from Cultural Conflicts in the Covid-19 Era
During the height of the Covid-19 pandemic, new types of conflict arose. People would argue on Facebook or Twitter about whether stay-at-home orders had gone too far. … Read This Post
How to Deal with Difficult Customers
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
When Not to Show Your Hand in Negotiations
Here, we consider four types of information that may be best kept under wraps: sensitive or privileged information, information that isn’t yours to share, information that diminishes … Read When Not to Show Your Hand in Negotiations
Government Negotiations and Beyond: Using Carrots and Sticks Effectively
As two government negotiations highlight, adding issues to a negotiation can bring benefits—but the discussion needs to be expanded. … Read This Post
BATNA Analysis Can Help You Avoid the Agreement Trap
In both our personal and our business negotiations, “getting to yes” is typically the ultimate goal. Negotiation research and advice tend to focus on identifying the conditions … Read This Post