deceptive tactics in negotiation

Negotiation Research: To Curb Deceptive Tactics in Negotiation, Confront “Paranoid Pessimism”

| | Teaching Negotiation

Business negotiators often worry about deceptive tactics in negotiation, and understandably so. The potential for being lied to or swindled can be high in negotiation, given that … Read This Post

negotiation agent

Choose Your Negotiation Agent With Care

| | Dealmaking

A good negotiation agent can be hard to find. Three New York art dealers and a Russian billionaire learned that lesson the hard way in negotiations over … Read Choose Your Negotiation Agent With Care

job negotiation advice

Expert Job Negotiation Advice for Long-Term Success

| | Salary Negotiations

When you enter a job negotiation, what goals are foremost on your mind? If you’re like most people, you are primarily preoccupied with making a great impression … Read This Post

negotiation mistakes

5 Common Negotiation Mistakes and How You Can Avoid Them

| | Negotiation Skills

Sometimes our negotiation mistakes are glaring: We accidentally reveal our bottom line, criticize the other party when patience was warranted, or get our numbers mixed up. More … Read This Post

team negotiation

Consensus On the Court Through Team Negotiation

| | Conflict Resolution

“It’s my job to call balls and strikes, and not to pitch or bat,” Supreme Court chief justice John Roberts famously said at his 2005 confirmation hearing. … Read Consensus On the Court Through Team Negotiation

joint gain

How Emotions Affect Negotiations

| | Negotiation Skills

Emotions play a critical but little-understood role in negotiation. Strong emotions such as anger can derail negotiations, yet keeping emotions under wraps can lead to misunderstandings and … Read How Emotions Affect Negotiations

negotiation techniques

5 Good Negotiation Techniques

| | Negotiation Skills

You’ve mastered the basics of good negotiation techniques: you prepare thoroughly, take time to build rapport, make the first offer when you have a strong sense of … Read 5 Good Negotiation Techniques

cultural conflict

How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table

| | Conflict Resolution

After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business … Read This Post

productive negotiations

Preparation for Negotiation: Get Off on the Right Foot

| | Negotiation Skills

The opening stages of negotiation can be filled with uncertainty. How assertive should you be? How can you set yourself up for success? What should an opening … Read This Post

PON 40th

Save the Date: 40th Anniversary Celebration

| | Teaching Negotiation

Celebrate our past, present, and future on Saturday, December 9th at the PON 40th Anniversary Symposium & Gala (registration info to follow)
What began in 1983 as a … Read Save the Date: 40th Anniversary Celebration

e-mediation

Negotiator Toolbox: Using E-Mediation to Resolve Disputes

| | Mediation

You want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but meeting face-to-face would be difficult. … Read This Post

personal conflict management

Dear Negotiation Coach: Putting Personal Conflict Management Into Practice

| | Conflict Resolution

Negotiation and bargaining isn’t limited to the business world. There are many situations where personal conflict management skills are helpful. We received a question regarding this topic … Read This Post