Crisis negotiation skills

Crisis Negotiation Skills: Learning from Others’ Mistakes

| | International Negotiation

When facing crisis negotiations, we often bargain from a position of weakness, hands outstretched in the hope that the other party will help us stay afloat. A … Read This Post

first offer

Dear Negotiation Coach: Will Your First Offer Be in the Right Ballpark?

| | Dealmaking

The first offer in a negotiation often acts as an anchor upon which subsequent offers are generally based. Making the first offer can give you a strong … Read This Post

collective leadership, Crisis Negotiations

Crisis Negotiations: Advice for Ending Tense Standoffs

| | Conflict Resolution

How can you engage in crisis negotiations with someone who doesn’t trust you? Consider bringing in individuals the other party does trust to play the role of … Read This Post

price anchoring

Negotiation Research You Can Use: For Effective Price Anchoring, Strive for Precision

| | Dealmaking

The party that makes the first offer in a negotiation generally gets the best deal, multiple negotiation studies suggest. The first offer presented serves as an anchor … Read This Post

dealing with conflict

Ask A Negotiation Expert: Dealing With Conflict? Bring High-Level Values to the Table

| | Conflict Resolution

Melvin Shakun is a management consultant, professor emeritus at New York University, and founding editor of the international journal Group Decision and Negotiation. He spoke with Negotiation … Read This Post

White House Negotiation Skills and Strategies

Negotiation Skills and Strategies: Winning Over Reluctant Counterparts

| | Conflict Resolution

In the aftermath of the December 2012 killing of 20 children and six adults at Sandy Hook Elementary School in Newtown, Connecticut, then-president Barack Obama moved gun … Read This Post

power in negotiation

When Armed with Power in Negotiation, Use It Wisely

| | Business Negotiations

The buzz of excitement that arose in February 2015 at the news that Harper Lee, author of the beloved novel To Kill a Mockingbird, would be publishing … Read This Post

Brief Course Outline

Planning Your Syllabus for Next Semester? Check Out the Brief Course Outlines from the TNRC

| | Teaching Negotiation

Planning a new course for next semester or looking to reinvent a current one? Check out our brief course outlines to get started planning your syllabus.
The Teaching … Read This Post

complex negotiations

Down to the Wire: Complex Negotiations at the Louvre

| | Business Negotiations

To launch a multi-faceted project or business venture, we often need to conduct a whole series of complex negotiations with numerous counterparts. Juggling multiple deals requires a unique … Read This Post

Barack and Michelle Obama

Creative Negotiation Moves: When a Couple’s Deals Became One

| | Dealmaking

Creative negotiation involves thinking outside the box—seeing the broader possibilities available beyond conventional practice. It’s perhaps no surprise, then, that industry outsiders often are best positioned to … Read This Post

salary expectations

Should Salary Expectations Be a Laughing Matter?

| | Business Negotiations

In salary negotiations, job candidates are often at a disadvantage relative to the hiring organization. Due to the well-documented anchoring effect, the first figure introduced into the … Read Should Salary Expectations Be a Laughing Matter?

negotiation

Interest-Based Negotiation: In Mediation, Focus on Your Goals

| | Mediation

How can you get through to people who seem uninterested in finding common ground? How can you deal with seemingly irrational negotiators who use insults, threats, and … Read This Post