What is Med-Arb?
When parties find themselves involved in a serious conflict, they often try to avoid the expense and hassle of litigation by turning to one of the two … Read What is Med-Arb?
Winner’s Curse: Negotiation Mistakes to Avoid
Imagine that at the beginning of class, a professor produces a jar full of coins and announces that he is auctioning it off. Students can write down … Read Winner’s Curse: Negotiation Mistakes to Avoid
Learning from BATNA Examples in Negotiation
How should you decide whether to accept or reject your counterpart’s final offer in negotiation? In their influential book, Getting to Yes: Negotiating Agreement Without Giving In, … Read Learning from BATNA Examples in Negotiation
Dispute Resolution: The Advantages of a Neutral Third-Party Mediator
In an article, “Beyond Blame: Choosing a Mediator,” Stephen B. Goldberg advised business negotiators involved in a dispute to seek out an interests-based mediator to assist both sides … Read This Post
Negotiating with Your Boss: Secure Your Mandate and Authority for External Talks
When thinking about how to negotiate with your boss, you likely focus on negotiations over your salary, responsibilities, and workload. But negotiating with your boss can also … Read This Post
Directive Leadership: When It Does—and Doesn’t—Work
These days, directive leadership tends to be out of fashion, with many experts promoting a more egalitarian management style. Yet directive leadership has its time and place, … Read This Post
MESO Negotiation: The Benefits of Making Multiple Equivalent Simultaneous Offers in Business Negotiations
In MESO, negotiation in which multiple offers are presented simultaneously at the negotiation table, effective negotiators seek opportunities to create value. By making tradeoffs across issues, parties … Read This Post
The Ladder of Inference: A Resource List
The ladder of inference describes how a negotiator, or any decision maker, relies upon her personal knowledge, or observable data, up the ladder of inference to the … Read The Ladder of Inference: A Resource List
Government Negotiations: The Brittney Griner Case
Government negotiations can be complicated by public scrutiny, competing interests, and the involvement of private-sector negotiators. The U.S. government’s efforts to secure Brittney Griner’s release from Russia … Read Government Negotiations: The Brittney Griner Case
Managing Expectations in Negotiations
Successful negotiators work hard to ensure that when they and their counterpart leave a negotiation, both sides feel satisfied with the agreement. Why should you care whether … Read Managing Expectations in Negotiations
How to Set Negotiation Goals as a Manager
To encourage the negotiators they supervise to do their best, managers routinely rely on performance benchmarks, the promise of bonuses, and other types of goals. … Read How to Set Negotiation Goals as a Manager
New International Negotiation Simulations: Teaching International Negotiation with Current Global Dynamics
With the spread of a global pandemic, climate crisis, and the war on terror, resolving international conflicts has become increasingly complex. Training to address these difficult global … Read This Post