relationship building

The Importance of Relationship Building in China

| | International Negotiation

Although most Americans treat those they know differently than they treat strangers, Chinese relationship building towards insiders and outsiders tends to be more extreme than in the … Read The Importance of Relationship Building in China

batna strategy

BATNA Strategy: Should You Reveal Your BATNA?

| | BATNA

In their best-selling book Getting to Yes: Negotiating Agreement Without Giving In, Roger Fisher, William Ury, and Bruce Patton (Penguin, 1991) introduced the concept of having a … Read BATNA Strategy: Should You Reveal Your BATNA?

Dispute Resolution

Union Strikes and Dispute Resolution Strategies

| | Dispute Resolution

When a conflict looms, it can be tempting for each side to try to make unilateral decisions on key issues because of the belief that negotiations with … Read Union Strikes and Dispute Resolution Strategies

negotiation

Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation

| | Negotiation Skills

In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative … Read This Post

email negotiation

Facing an Email Negotiation? Take a Proactive Approach

| | Negotiation Skills

The pitfalls of email negotiation are well documented, but research suggests tackling these problems head-on can improve results. … Read This Post

AI

How to Negotiate a Pay Raise or Starting Salary Using AI

| | Salary Negotiations

Wondering how to negotiate a pay raise or your starting salary using AI? It’s important to both fine-tune and broaden your research—and prepare for AI across the … Read This Post

4 Negotiation Tips for Managing Conflict at the Bargaining Table

How to Deal with Threats: 4 Negotiation Tips for Managing Conflict at the Bargaining Table

| | Conflict Resolution

Sooner or later, every negotiator faces threats at the bargaining table. How should you respond when the other side threatens to walk away, file a lawsuit, or … Read This Post

negotiation environment

The Right Negotiation Environment: Your Place or Mine?

| | Daily, Negotiation Skills

Everyone knows the three rules of real estate: “Location! Location! Location!” When it comes to making deals, choosing the right negotiation environment can be just as important. … Read This Post

types of conflict

Types of Conflict in Business Negotiation—and How to Avoid Them

| | Conflict Resolution

Conflict in business negotiation is common, but it doesn’t have to be that way. There are steps we can take to avoid types of conflict and misunderstandings. … Read This Post

Cole Cannon Program on Negotiation Testimonial

Cole Cannon Esq. Shares His Negotiation and Leadership Experience

| | Negotiation Training

While some are born with the ability to negotiate, most leaders hone their negotiation skills over time, through on-the-job experience. At the Program on Negotiation, we accelerate … Read This Post

business negotiations

Negotiations in the News: Lessons for Business Negotiators

| | Business Negotiations

What can business negotiators learn from current negotiations in the news? Quite a bit, according to the dozens of negotiation experts who contributed to the January 2019 … Read This Post

negotiation

What is Negotiation?

| | Negotiation Skills

Many people dread negotiation, not recognizing that they negotiate on a regular, even daily basis. Most of us face formal negotiations throughout our personal and professional lives: … Read What is Negotiation?