BATNA Strategy: Negotiating When Negotiation Is Not the Norm

| | BATNA

Many U.S. law schools are in crisis, to hear some tell it. During the recent recession, many law firms instituted mass layoffs and pay cuts, and few … Read This Post

business contract

Dear Negotiation Coach: What Happens When a Business Contract Falls Apart?

| | Business Negotiations

We recently received a question from a reader regarding a business contract conflict. Robert Mnookin, Williston Professor of Law at Harvard Law School, chair of the Program … Read This Post

effective leadership

3 Keys to Effective Leadership in Difficult Negotiations

| | Conflict Resolution

A medical facility might not be the first place you think of for effective leadership in a negotiation. But that’s precisely what took place between a doctor … Read This Post

making a deal, shaking hands, role of leadership in negotiation

The Role of Leadership in Negotiation: The Case of the U.S. Rail Negotiations

| | Leadership Skills

When a negotiator or team is attempting to reach a deal or engage in dispute resolution on behalf of their organization, the question of whether and when … Read This Post

job negotiation advice

Job Negotiation Advice from Leading Ladies

| | Salary Negotiations

Thanks to a series of cultural events and news stories, job negotiation advice has become a hot topic among women professionals and businesspeople more generally. First came … Read Job Negotiation Advice from Leading Ladies

managing perceptions

Dear Negotiation Coach: Managing Perceptions

| | BATNA

Sometimes a negotiation is all about managing perceptions. As this question below shows, focusing a counterpart on his own BATNA can persuade him to reduce the intensity … Read Dear Negotiation Coach: Managing Perceptions

leadership styles

The Opposite of Autocratic Leadership Styles

| | Leadership Skills

While the advantages and disadvantages of leadership styles are not always readily apparent, one thing is certain – being decisive while avoiding autocratic leadership tactics is necessary … Read The Opposite of Autocratic Leadership Styles

business negotiation

Business Negotiation Skills: How to Deal with a Failing Business Partnership

| | Business Negotiations

It had seemed like the beginning of a fruitful relationship. In April 2012, six wealthy businessmen teamed up to buy the Philadelphia Inquirer and several affiliated businesses … Read This Post

dispute resolution

Alternative Dispute Resolution (ADR): Negotiating for the Right Mediator

| | Mediation

Knowing what to look for in a mediator is key to successful dispute resolution. Know what qualities to look for, the purpose of the mediator, and how … Read This Post

counteroffer in business negotiation skills

Dear Negotiation Coach: What Are Business Negotiation Skills for Entrepreneurs?

| | Teaching Negotiation

To get an idea or innovation off the ground takes strong business negotiation skills as an entrepreneur.

Yet, in their book Entrepreneurial Negotiation: Understanding and Managing the Relationships … Read This Post

managing expectations

Dear Negotiation Coach: Managing Expectations With Work Assignments

| | Leadership Skills

Managers often find themselves managing expectations in the workplace. Sometimes, however, managing expectations isn’t just about employees and staff, it can be about our own ideas of … Read This Post

negotiation impasse

A Negotiation Impasse Between England and France Leads to Skirmish Over Scallops

| | Dispute Resolution

When parties are fighting for scarce resources, disputes can become intense. Negotiation is often the answer, but agreements may need to be continually revisited to keep the … Read This Post