Simple Conflict Management Tools Keep Order in the Senate
On January 19, 2018, the government was on the brink of a shutdown due to the Senate’s inability to agree on a spending bill. About 17 centrist … Read This Post
Emotions in Negotiation—Insincere and Real
When preparing for negotiation, we often overlook the role that our emotions and our counterpart’s emotions might play in the process. Two studies offer insights into aspects … Read Emotions in Negotiation—Insincere and Real
Negotiation Research: To Curb Deceptive Tactics in Negotiation, Confront “Paranoid Pessimism”
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
Choose Your Negotiation Agent With Care
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
Expert Job Negotiation Advice for Long-Term Success
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
5 Common Negotiation Mistakes and How You Can Avoid Them
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
Consensus On the Court Through Team Negotiation
“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
How Emotions Affect Negotiations
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
5 Good Negotiation Techniques
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
How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table
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
Preparation for Negotiation: Get Off on the Right Foot
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
Save the Date: 40th Anniversary Celebration
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