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
Simplify Multiparty Negotiations with Stakeholder Alignment
In multiparty negotiations, encouraging key stakeholders to communicate their interests is the key to success. Brandeis University professor Joel Cutcher-Gershenfeld explains how to do so. … Read This Post
Right of First Refusal: A Potentially Win-Win Negotiation Tool
Looking for ways to get more value out of your sales negotiations? You may be able to do so by negotiating a right of first refusal. A … Read This Post
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
Paternalistic Leadership: Beyond Authoritarianism
What’s your first reaction to the concept of paternalistic leadership? If you’re new to the concept and from an individualistic culture, such as the United States, Canada, … Read Paternalistic Leadership: Beyond Authoritarianism
Learning from Ethical Leadership Failures at Boeing
Ethical leadership has proven to be elusive at Boeing, but why? Recent analyses have uncovered common psychological biases that can keep leaders—and all of us—from meeting our … Read This Post
Strategies to Resolve Conflict over Deeply Held Values
In negotiation, when deeply held beliefs and principles are at stake, typical strategies to resolve conflict may fail, whether in family conflict scenarios or in business. These … Read This Post
Relationship-Building in Negotiation
Forging close bonds typically helps negotiators reach better deals, work together effectively over time, and manage conflict—yet negotiators often rush through the process of relationship-building in negotiation. … Read Relationship-Building in Negotiation
In Negotiation, How Much Do Personality and Other Individual Differences Matter?
Most negotiation advice centers on the mistakes all of us make. But individual differences in personality, intelligence, and outlook could also affect your talks. Imagine how you … Read This Post
Trust in Negotiation: Does Gender Matter?
It can be difficult to assess whether to trust a counterpart in negotiation. As a result, we often fall back on unreliable information, such as gender stereotypes, … Read Trust in Negotiation: Does Gender Matter?
Learn from the Best with the Great Negotiator Case Studies
No one can provide perspective on conflict resolution like experts who have been involved in some of the world’s most complex negotiations. Since 2001, the Program on Negotiation … Read This Post
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?