Business Negotiations M&A Negotiation Strategy

Business Negotiations: How to Improve Your Reputation at the Bargaining Table

| | Business Negotiations

In multi-issue business negotiations, research suggests that the advantage goes to negotiators with a reputation for collaboration rather than competition. In a series of studies by Catherine … Read This Post

improve hiring practices

Dear Negotiation Coach: Finding New Ways to Improve Hiring Practices

| | Leadership Skills

Many people overlook the fact that hiring is a type of negotiation. We negotiate with our colleagues and ourselves about making the right choices, and we negotiate … Read This Post

great women leaders

Great Women Leaders Negotiate

| | Leadership Skills

Great women leaders are no different than great male leaders—except that they may have faced more discrimination, lower expectations, and stronger resistance along the way. When women … Read Great Women Leaders Negotiate

Win-Win Negotiation

Win-Win Negotiation Strategies for Rebuilding a Relationship

| | Win-Win Negotiations

When negotiators come together after a period of mutual mistrust, it can be difficult for each side to reconcile their grievances with the other. Here are some … Read This Post

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Difficult Situations at Work – Negotiation Skills for Dealing with Difficult People

| | Dispute Resolution

Here are a few examples of difficult situations at work and some negotiation skills for dealing with difficult people we encounter in every area of life. First, … Read This Post

Business Negotiations

How Principal Agent Theory Works in Business Negotiations: Dealmaking Strategies for Bargaining with Agents

| | Business Negotiations

The Program on Negotiation has identified three basic sets of circumstances in business negotiations where you’ll be better off tapping an agent (see also principal-agent theory) to take … Read This Post

business negotiations

Limiting Strategic Miscalculation in Business Negotiations

| | Negotiation Skills

Over-precision doesn’t necessarily lead us to think we’re better negotiators than we actually are. Rather, it causes us to trust our initial instincts too much.

Sometimes we’re actually … Read This Post

moral conflicts

Negotiating Moral Conflicts: Get Past “Us” Versus “Them”

| | Conflict Resolution

Moral conflicts between groups are inevitable in modern life, writes Harvard University professor Joshua Greene in his book Moral Tribes: Emotion, Reason, and the Gap Between Us … Read This Post

compromise in negotiation

Dear Negotiation Coach: How to Find a Compromise in Negotiation

| | Negotiation Skills

Negotiators seeking to get beyond impasse sometimes assume that postponing the deadline for agreement will help them together. Our Negotiation Coach for this issue, Harvard Business School … Read This Post

negotiation

Self-Analysis and Negotiation

| | Negotiation Skills

“Separate the people from the problem,” advises the best-selling negotiation text Getting to Yes. That’s certainly good counsel when tempers flare and bargaining descends into ego battles, … Read Self-Analysis and Negotiation

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Negotiation Challenges for Family Business Relationships

| | Negotiation Skills

Communication in business negotiations is important – but even more so when your counterparts and negotiating partners are family members. In this article drawn from negotiation research, … Read This Post

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How Negotiators Can Stay on Target at the Bargaining Table

| | BATNA

An excerpt from PON faculty member Francesca Gino’s book Sidetracked: Why Our Decisions Get Derailed, and How We Can Stick to the Plan discusses the importance of … Read This Post