Nelson Mandela: Negotiation Lessons from a Master
Some people learn to negotiate on the job, in a classroom, or in a therapist’s office. In Nelson Mandela’s case, “prison taught him to be a master … Read Nelson Mandela: Negotiation Lessons from a Master
Negotiating with Difficult Personalities and “Dark” Personality Traits
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
For Sellers, The Anchoring Effects of a Hidden Price Can Offer Advantages
Imagine yourself in a dilemma that only a privileged few get to experience: You’ve fallen in love with a dazzling, one-of-a-kind home that’s on the market, but … Read This Post
How to Use Tradeoffs to Create Value in Your Negotiations
How do expectations of fairness and reciprocity at the bargaining table impact negotiator decisions regarding the strategies and tactics they use during bargaining? Sometimes talks get off … Read This Post
Dealing with Difficult People – Even When You Don’t Want To
Dealing with difficult people is one of the most unpleasant challenges a negotiator can face. Here’s what to do when a demanding negotiating partner stands in the … Read This Post
Conflict Resolution in the Ebook Era
New technologies bring new business models—and often, lawsuits follow. Various disputes involving ebooks in recent years highlight the need to approach negotiations carefully so that you can … Read Conflict Resolution in the Ebook Era
How Does Mediation Work in a Lawsuit?
No one likes to go to court. Not only is it expensive and time-consuming, but it often leads to frustrating results and damaged relationships. So, how does … Read How Does Mediation Work in a Lawsuit?
Dealing with Cultural Barriers in Business Negotiations
If you negotiate regularly on the job, you probably have engaged in multiple business negotiations with counterparts from other cultures. Negotiating across cultural barriers can significantly expand … Read This Post
Five Fundamentals of Negotiation from Great Negotiator Tommy Koh
Negotiation as an art and negotiation as a science: Two fundamentally different statements but one cohesive element binds them together – process. … Read This Post
Negotiation Techniques To Get New Business Partnerships Off on the Right Foot
“A huge mistake.” “A shot in the dark.” “An audacious move.” Those are a few of the media’s characterizations of wireless carrier AT&T’s acquisition of media and … Read This Post
Negotiated Agreements: Why You Should Limit Your Options
A process of finding your counterparts interests and reconciling them with your own. But what if you or your counterpart presents a myriad of options and offers … Read This Post
At the Louvre, a Negotiation Campaign Paints a Fuller Portrait
A negotiation campaign, mounted by curators at the Louvre Museum to bring Leonardo da Vinci paintings to a major 2019 exhibit, proved incredibly complex but, ultimately, rewarding. … Read This Post