5 Ways to Be a More Strategic Business Partner
If you’re looking to be a strategic business partner, you need to have your eyes and ears open at all times. … Read 5 Ways to Be a More Strategic Business Partner
Negotiation Mistakes: Apple TV’s Botched Expansion Deals
Apple isn’t used to making negotiation mistakes. The company has often found success by charging headfirst into unfamiliar industries, from book publishing to music to mobile phones, … Read This Post
How to Make a Good Deal When You Lack Power
In negotiation, we’re often advised that our most important source of power is our best alternative to a negotiated agreement, or BATNA. When we feel powerless, it’s often … Read How to Make a Good Deal When You Lack Power
When a Little Power is a Dangerous Thing
In 1975, Leigh Steinberg launched his career as a sports agent by proving that even a little power can be a dangerous thing. He faced what appeared … Read When a Little Power is a Dangerous Thing
Ask A Negotiation Expert: How Conversational Receptiveness Might Bridge Our Divide
In the United States and elsewhere, people with very different worldviews on politics seem hopelessly and dangerously divided. A skill called “conversational receptiveness,” which involves using certain … Read This Post
Negotiation Mistakes: When Fear of Impasse Leads to Bad Deals
Experienced negotiators understand that they should reject any deal on the table that is inferior to their best alternative to a negotiated agreement, or BATNA. At an … Read This Post
When Our “Principles” Crash up Against our Negotiation Goals
It’s not uncommon for us to get caught up in the “principle” of a negotiation, and forget all about our negotiation goals. Here is a cautionary tale … Read This Post
Fostering Constructive Conflict in Team Negotiation
Conflict can, indeed, be an asset in team negotiation and decision- making, but only if it’s managed constructively. … Read This Post
The Qualities of a Good Mediator: Abrasiveness?
Is abrasiveness one of the qualities of a good mediator? That’s the question posed by to Francesca Gino, Tandon Family Professor of Business Administration at Harvard Business … Read The Qualities of a Good Mediator: Abrasiveness?
Using Online Dispute Resolution and E-Mediation to Resolve Workplace Conflict
When their employees get into disagreements with one another, managers have various ways of coping. For example, they can try to mediate the dispute themselves; they can … Read This Post
Online Negotiations: Which Formats Should You Use When?
When considering how to negotiate online, people often wonder whether the format (text versus video, for example) or the device (smartphone versus a larger screen) used matters. … Read This Post
In Negotiauctions, Try a Game-Changing Move
Often in business negotiations, we must compete not only with a counterpart across the table but also with others fighting for the same deal. A procurement officer … Read In Negotiauctions, Try a Game-Changing Move