negotiation

The Advantages of Bias at the Negotiation Table

| | Business Negotiations

What impact do cognitive biases have on bargaining scenarios? Work by negotiation researchers Russell B. Korobkin of UCLA and Chris P. Guthrie of Vanderbilt University suggests how … Read The Advantages of Bias at the Negotiation Table

negotiation table

How Much Should You Share at the Negotiation Table?

| | Business Negotiations

Suppose that two entrepreneurs, a marketing expert and an IT specialist, are thinking about merging their consulting firms to create a greater synergy of services. As their … Read This Post

win win negotiations

Win Win Negotiations: Can’t Beat Them? Join a Coalition.

| | Win-Win Negotiations

This negotiation case study demonstrates the power of coalitions to achieve objectives at the bargaining table. How can negotiators cooperate with bargaining counterparts to create value for … Read This Post

getting to yes with yourself

VIDEO: William Ury on “Getting to Yes with Yourself”

| | Negotiation Skills, Videos

At the Program on Negotiation at Harvard Law School, William Ury, a founding member of the Program on Negotiation and co-author of the seminal book Getting to … Read This Post

business negotiation examples

Business Negotiation Examples: Choose the Best Kind of Auction

| | Business Negotiations

There are many business negotiation examples involving auctions. Suppose you’ve weighed the pros and cons of selling an asset via auction or negotiation and decided an auction … Read This Post

negotiation

Negotiation Tactics for Managing Relationships

| | Business Negotiations

When multiple parties gather to discuss issues, someone has to oversee the group’s efforts, or the process will descend into chaos or stalemate. … Read Negotiation Tactics for Managing Relationships

win win relationship

Dear Negotiation Coach: Negotiating a Win Win Relationship with Friends

| | Dealmaking

Though we’re often advised against mixing friends and business, it’s not only inevitable at times; it can also be beneficial to everyone involved. The key is to … Read This Post

negotiated agreement

Business Negotiation Skills: How to Enhance Your Negotiated Agreement

| | Dealmaking

A common topic in our business negotiations articles are negotiation topics in business about enhancing your deal after signing the negotiated agreement. After all, not all contracts … Read This Post

negotiation strategies

Managing Difficult Conversations: Achieving Objectives with Backmapping Negotiation Strategies

| | Dealing with Difficult People

The problem: Your negotiation seems to be over before it has begun. Your targeted counterpart is refusing to sit down with you or simply ignoring your requests. … Read This Post

ethics in negotiation

Ethics in Negotiation: Avoid Complicity in Wrongdoing

| | Negotiation Training

When we think about our own ethics in negotiation, we tend to focus on the ethical and legal lines we may be at risk of crossing through … Read This Post

value creation

How Your Communication Style Impacts Value Creation

| | Negotiation Skills

In negotiation, we bring our unique personalities and styles to the table. A reserved, cautious person is likely to bargain differently than someone who is outgoing and … Read This Post

managing expectations

Dear Negotiation Coach: Managing Expectations of Our Own

| | Dealmaking

When we negotiate for others, managing expectations is often part of our job, especially if they aren’t familiar with the sometimes complex nature of negotiations. Similarly, we … Read This Post