An Example of the Anchoring Effect – What to Share in Negotiation
The prospect of sharing information with a negotiating counterpart can be scary – it can fix your counterpart into a position at the negotiation table you didn’t … Read This Post
Top 10 Notable Negotiations
In 2017, all eyes were on Washington as a president with a reputation as a dealmaker entered the White House. The following negotiations from the past year, … Read Top 10 Notable Negotiations
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
Conflict Management Skills When Dealing with an Angry Public
When negotiators get along well, creative problem solving is easy. When they become upset, however, they seem to forget everything they know about finding joint gain, to … Read This Post
In Conflict Resolution, President Carter Turned Flaws Into Virtues
When it comes to conflict resolution, surprisingly useful nuggets of advice come from the realm of international conflict. Take the Camp David Accords of 1978, as described … Read This Post
Negotiating Identity and Values-Based Disputes
How Do Parties in Conflict Negotiate Core Beliefs?
Identity and values-based disputes are particularly challenging to resolve, as identities are naturally inflexible and values are typically much less … Read Negotiating Identity and Values-Based Disputes
Increase Your Power in Negotiation
In July 2019, the U.S. Federal Trade Commission (FTC), the country’s consumer protection agency, voted to fine Facebook roughly $5 billion for mishandling its users’ personal data. … Read Increase Your Power in Negotiation
How to Solve Intercultural Conflict
The question of how to solve intercultural conflict is one of the most difficult ones facing negotiators. Misunderstandings and disputes caused by cultural differences can further complicate … Read How to Solve Intercultural Conflict
Aggressive Negotiation Tactics: Threats at the Bargaining Table
Broadly speaking, a threat is a proposition that issues demands and warns of the costs of noncompliance. Even if neither party resorts to them, potential threats shadow … 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
Negotiation Strategies: Emotional Expression at the Bargaining Table
Most of the existing negotiation research on affect in negotiation has focused on emotional experience rather than on emotional expression. … Read This Post