People approach conflict differently, depending on their innate tendencies, their life experiences, and the demands of the moment. Negotiation and conflict-management research reveals how our differing conflict-management styles mesh with best practices in conflict resolution.
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Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.
negotiation simulation
What is Negotiation Simulation?
Negotiation simulation and role-play exercises introduce participants to new negotiation and dispute resolution tools, techniques and strategies.
The field of negotiation is constantly evolving, and as such, requires new ways of teaching negotiation.The Teaching Negotiation Resource Center (TNRC) offers realistic negotiation simulation materials that can help parties practice and learn key negotiation skills.
Highly effective and engaging, negotiation simulation exercises help to facilitate dynamic learning, as participants explore issues from both sides of the table, experiment with different approaches to resolution, and have an opportunity to see the results.
Through negotiation simulation, participants learn:
- How to hone their “basic” skills of negotiation, such as active listening, improving one’s BATNA, and inventing options of mutual gain.
- How to improve the process by organizing informal dialogue before the formal negotiations.
- The importance of the basic tenets of the mutual gains approach to negotiation: prepare, create value, distribute value, and follow through.
- How to handle multi-party negotiation dynamics, including coalition building, as well as meeting design, and caucusing.
- How to evaluate a wide range of possible agreements using both technical and non-technical criteria.
- How to handle uncertainty by using contingent agreements.
- How to create value through trades across different priorities.
- Address the tension between creating and claiming value.
- The impact of aspirations and reservation values on negotiated outcomes.
- The importance of responding and adjusting to new information as it becomes available during a negotiation.
Negotiation simulation materials address many of the issues around the environment, technology, healthcare, business and commercial issues, labor relations, government, and so much more.
To learn more, get your complimentary special report, Teaching Negotiation: Understanding The Impact Of Role-Play Simulations. This report assembles three key articles originally published in Negotiation Briefings, the newsletter of the Program on Negotiation at Harvard Law School. Get your copy today.
The following items are tagged negotiation simulation:
Harvard Negotiation Master Class: Advanced Strategies for Experienced Negotiators – November 18–20, 2024
Strictly limited to 60 participants who have completed a prior course in negotiation, this first-of-its-kind program offers unprecedented access to experts from Harvard Law School, MIT, and the Harvard Kennedy School—all of whom are committed to delivering a transformational learning experience.
… Read More
Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better Negotiator
Discover how to refine your negotiation skills with this free special report, Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better Negotiator, from Harvard Law School.
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Tired of Liars? Promote More Ethical Negotiation Behavior
Promoting ethical negotiation behavior is one of the steps we can take to reduce the odds that someone will try to deceive us, and is likely to be a more fruitful strategy than trying to improve our ability to detect lies.
… Read More
Team-Building Strategies: Building a Winning Team for Your Organization
Discover how to build a winning team, find an effective negotiation “coach,” budget for negotiations training and boost your business negotiation results in this free special report from Harvard Law School.
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Negotiating with Difficult Personalities and “Dark” Personality Traits
Have you ever found yourself negotiating with difficult personalities, or negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may end up in the deeply unsettling position of negotiating with someone who appears to have no concern for us or our outcomes.
… Read More
How Much Does Personality in Negotiation Matter?
We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality in negotiation matter?
… Read How Much Does Personality in Negotiation Matter?
Cross-Cultural Communication in Business Negotiations
When preparing for cross-cultural communication in business negotiations, we often think long and hard about how our counterpart’s culture might affect what he says and does at the bargaining table.
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Women and Negotiation: Narrowing the Gender Gap in Negotiation
Men tend to achieve better economic results in negotiation than women, negotiation research studies have found overall. Such gender differences are generally small, but evidence from the business world suggests that they can add up over time.
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The Best New Simulations
Looking to update your curriculum with innovative new simulations? Check out these new simulations from the Teaching Negotiation Resource Center (TNRC).
Discord at the Daily Herald – New Simulation
This two-party, three-hour, multi-issue negotiation is between the co-owners of the Daily Herald newspaper over how to resolve ongoing management issues and implement structural reforms in the face … Read The Best New Simulations
What is Anchoring in Negotiation?
What exactly is anchoring in negotiation, and how does it play out at the bargaining table? Consider this anchoring bias example from Harvard Business School and Harvard Law School faculty member Guhan Subramanian. While running a negotiation simulation in one of his classes, Subramanian noticed that one student spent a considerable amount of time explaining … Read What is Anchoring in Negotiation?
Dealmaking and the Anchoring Effect in Negotiations
The following question regarding the anchoring effect was asked of Program on Negotiation faculty member and Harvard Business School and Harvard Law School professor Guhan Subramanian.
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Distributive Bargaining Strategies
Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. And they also rely on distributive bargaining strategies to try to claim as much of that larger pie for … Read Distributive Bargaining Strategies
Teach Your Students to Take Their Mediation Skills to the Next Level
Mediation is a critical conflict resolution skill for students in a variety of fields: business, international relations, law, and public policy, to name a few. Once students have mastered mediation basics, they can hone their skills by trying to mediate more complex conflicts as well as by learning the key differences between facilitation and mediation. … Read More
Asynchronous Learning: Negotiation Exercises to Keep Students Engaged Outside the Classroom
Asynchronous role-play simulations teach valuable negotiation skills outside of a typical class format.
Asynchronous learning is a term used to describe education, instruction, or learning that does not occur in the same time or place. Asynchronous learning uses resources that facilitate knowledge sharing outside the constraints of time and place among a group of people. Using … Read More
Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations
Introductory negotiation courses are taught in law and business schools around the world, but are also increasingly taught to undergraduates and in all types of corporate settings. No matter the context, though, the basic elements of negotiation are roughly similar. Teaching interest-based negotiation, the Zone of Possible Agreement (ZOPA), the Best Alternative to a Negotiated … Read More
Pros and Cons of Email Communication
The pros and cons of email communication are worthy of consideration, given our continued reliance on email in business negotiations. Research on email negotiations highlights likely pitfalls and how to overcome them.
… Read Pros and Cons of Email Communication
Counteracting Negotiation Biases Like Race and Gender in the Workplace
To learn more about negotiation biases, let’s look back to July of 2018 when the principal flutist of the Boston Symphony Orchestra (BSO), Elizabeth Rowe, became the first Massachusetts resident to sue her employer under a new state law designed to address the persistent pay gap between men and women.
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Conflicts of Interest: How to Avoid and Manage Them
Conflicts of interest often arise when we hire agents to negotiate on our behalf. A dispute between TV writers and their agents highlights such competing motives and suggests how to handle them.
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The Pitfalls of Negotiations Over Email
Negotiation research suggests that email often poses more problems than solutions when it comes to relationships, information exchange, and outcomes in conflict resolution negotiation scenarios. First, establishing social rapport via email can be challenging. The lack of nonverbal cues and the dearth of social norms regarding its use can cause negotiators to be impolite and … Read The Pitfalls of Negotiations Over Email
Teach Your Students to Negotiate Cross-Border Water Conflicts
With the south-western United States experiencing a years-long drought which has dramatically depleted the Colorado River, there are many signs that water conflicts will become more frequent. Negotiating cross-border water conflicts requires balancing political interests, power dynamics, scientific research, and legal parameters. Success in water negotiations hinges on prediction and monitoring arrangements as well as … Read More
Teaching Contract Negotiation: Using the Mutual Gains Approach
How do you use the mutual gains approach in contract negotiations?
In contract negotiations, parties can often resort to positional bargaining instead of using the mutual gains approach. Teaching students to generate creative options in contract negotiations can help them avoid positional bargaining and achieve more beneficial and sustainable agreements. The Teaching Negotiation Resource Center (TNRC) … Read More
Redevelopment Negotiation: The Challenges of Rebuilding the World Trade Center
In the wake of the destruction of the World Trade Center more than 20 years ago in New York City, there were difficult questions and challenges facing those who were involved in the redevelopment negotiation. For instance, how do we build consensus around complex solutions when there are emotionally charged issues at stake?
The Teaching Negotiation … Read More
Teach Your Students to Negotiate Climate Change
How Can Communities Negotiate Climate Change Risks?
With ocean temperatures rising and hurricanes growing more frequent and severe, the impacts of climate change are dramatically affecting many communities. The severe flooding brought on by repeated storms has forced the impacted communities to confront a range of public health risks, as well as evaluations of drainage and … Read Teach Your Students to Negotiate Climate Change
In Email Negotiations, When They’re Happy, Do You Know it?
One study by Hillary Anger Elfenbein (Washington University, St. Louis) found that negotiators detected emotions accurately only 58% of the time. That accuracy rate may be even lower in email negotiations, where negotiators lack helpful visual, verbal, and other sensory cues.
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Emotions in Negotiation—Insincere and Real
When preparing for negotiation, we often overlook the role that our emotions and our counterpart’s emotions might play in the process. Two studies offer insights into aspects of emotions in negotiation: the risks associated with faking emotions and the anxiety that often accompanies making the first offer.
… Read Emotions in Negotiation—Insincere and Real
How Emotions Affect Negotiations
Emotions play a critical but little-understood role in negotiation. Strong emotions such as anger can derail negotiations, yet keeping emotions under wraps can lead to misunderstandings and impasse. Increasingly, researchers are looking more closely at how emotions affect negotiations. The results of two studies offer lessons related to the impact of emotions in negotiation.
… Read How Emotions Affect Negotiations
Negotiation Research You Can Use: For Effective Price Anchoring, Strive for Precision
The party that makes the first offer in a negotiation generally gets the best deal, multiple negotiation studies suggest. The first offer presented serves as an anchor that draws subsequent offers in its direction.
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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 because we don’t have a strong alternative if the current deal falls apart or fails to meet our needs. The key to enhancing our power, therefore, is to … Read How to Make a Good Deal When You Lack Power
How Timing Can Influence the Anchoring Effect
Back on July 11, 2000, we were offered an excellent case study on the anchoring effect when U.S. president Bill Clinton welcomed Israeli Prime Minister Ehud Barak and Palestinian Authority Chairman Yasser Arafat to a summit at Camp David aimed at resolving the Israeli-Palestinian conflict once and for all. The summit covered various contentious issues, … Read How Timing Can Influence the Anchoring Effect
Closing the Deal in Negotiations: 3 Tips for Sequential Dealmaking
After closing the deal in negotiations, we often feel a sense of pride. Imagine, for example, that you are a purchasing agent who just scored a significant price concession from a supplier. Now it’s time to hang up the phone and move on to another negotiation with a different supplier. You’re feeling proud of how … Read More
Teach Your Students to Negotiate the Technology Industry
Technology is a pervasive feature of modern life, providing countless benefits ranging from new cancer treatments to smart phones. Especially since the onset of the COVID-19 pandemic, technology has been embedded in many parts of our everyday lives. Technology can also be a source of disruption and is at the root of many disputes. Parties … Read More
For Dispute Resolution, Consider a Lawyer Trained as a Mediator
If you needed a lawyer to help you settle a business dispute, would you prefer (a) one who was completely partisan toward your point of view or (b) one who acted as a mediator and saw both sides of the conflict?
You might assume that the partisan lawyer would work harder for you than someone who … Read More
Are Introverts at a Disadvantage in Negotiation?
Are extroverts by nature better negotiators than introverts? Or are they at a disadvantage in negotiation? As we’ll see, the answer is far from decided. However, we all have clear opportunities to build on our own strengths and learn from those of others.
Introversion is a personality trait marked by a desire to think through ideas … Read Are Introverts at a Disadvantage in Negotiation?
Teaching Critical Leadership Skills
Running a multinational corporation, starting a small business, or leading a diplomatic mission all require critical leadership skills. Being an effective leader necessitates negotiating both within your organization and with external partners. In Real Leaders Negotiate, author Jeswald Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases … Read Teaching Critical Leadership Skills
Facing an Email Negotiation? Take a Proactive Approach
As a format for complex deals, email negotiation has a bad reputation. Negotiators are more likely to deceive one another when using email, and they have trouble building trust and rapport in email messages. Furthermore, some research has found that negotiators achieve less joint gain and are less satisfied with their outcomes when negotiating over … Read More
How To Counteract Deceptive Tactics in Negotiation
In the fall of 2017, Amazon created a stir when it announced it was taking bids from North American cities and regions interested in hosting its second headquarters, known as HQ2. Driven by the promise of 50,000 jobs and a $5 billion campus that Amazon promised would be the “full equal” of its main campus … Read More
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 conflicts must also reflect the modern issues and dynamics that face the international community. The Teaching Negotiation Resource Center (TNRC) has several new international negotiation simulations that reflect … Read More
Business Skills: Make Concessions Strategically in Negotiation
Business negotiators generally understand that to get what they want from another party or parties, they will have to give something away. But what concessions should you offer in the deal-making process, and what form should they take? New research on concession making in negotiation offers tips to add to your repertoire of business skills.
Finding … Read More
New Simulation on Negotiating the Future of Dams
Pearl River is a seven party, facilitated, multi-issue negotiation over the management of dams in a coastal basin.
Pearl River is a facilitated, multi-issue negotiation simulation for eight or nine participants about the management of five dams in the hypothetical Pearl River basin. This science-based negotiation simulation provides an opportunity for learning about and discussing larger-scale … Read New Simulation on Negotiating the Future of Dams
Negotiating with Governments: How to Deal with Government Officials
Whether at the local, federal, or international level, negotiations with governments often involve unique pressures and constraints. Does the official at the table actually have decision-making authority? What kinds of regulatory or policy constraints are they operating under? Governments often pursue very different interests in negotiations from those of a private company. In Seven Secrets for … Read More
Negotiating Public Disputes
How Negotiation Can Impact Public Perceptions
Companies and governments alike can experience strong public resistance to new initiatives, or fierce public backlash to mistakes. How should they deal with an angry public? Incorporating a public relations perspective into a problem-solving or public dispute resolution processes can make the difference between success or failure. Adopting a mutual … Read Negotiating Public Disputes
How to Get a Great Deal When Trust is Low
Negotiators from Western cultures, such as the United States, tend to be trusting. They’re often open to sharing information with counterparts, and expect ideas to flow freely. But in many other cultures, negotiators tend to be less trusting and more cautious about sharing information about their interests.
Of course, there are many ways to build trust … Read How to Get a Great Deal When Trust is Low
The Best Negotiation Exercises, Simulations and Videos
Have you planned your curriculum and purchased your teaching material for next semester? We’re here to help you to find the best negotiation exercises and teaching aids for your negotiation classes.
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Teach Your Students Value Distribution with a Simulation on Solar Power
Do your students really understand the difference between value distribution and integrative negotiation, and have you given them a chance to practice their distributive bargaining skills? Do they understand that every negotiation includes elements of both value creation and value distribution? To help teach these key negotiation skills the Teaching Negotiation Resource Center (TNRC) has developed a … Read More
The Anchoring Bias in Negotiation: Get Ahead with a “Range Offer”
Due to the anchoring bias, the first offer made in a negotiation often has an outsized effect on the outcome. But recent research shows that anchoring with a range offer can have an even bigger impact than a single figure.
… Read More
Negotiation in Business: Ignore Sunk Costs
Think about what your house, condominium, or some other valuable asset might be worth in today’s market. Did the price you paid for it affect your answer?
… Read Negotiation in Business: Ignore Sunk Costs
Online Negotiation Strategies: Email and Videoconferencing
Online negotiation has become ubiquitous, as it allows us to negotiate across the miles cheaply and quickly. Yet online negotiation creates special challenges. With email, instant messaging, and text messages, negotiators typically lack visual, verbal, and other sensory cues to interpret how their counterpart is feeling. And while videoconferencing—via Skype, Google Hangouts, and so on—adds … Read More
Body Language in the Negotiation Process and the Impact of Gender at the Bargaining Table
How important is body language in the negotiation process? Negotiators are often advised to engage in small talk before getting down to business.
… Read More
Effective Negotiation Techniques: Strive for a Precision Advantage
As you may have noticed, the first offer made in a negotiation often has a significant influence on the final outcome. In their research, psychologists Daniel Kahneman and Amos Tversky documented that the first number introduced in a negotiation serves as an “anchor” that can be impossible to ignore—no matter how irrelevant, outrageous, or insulting … Read More
Alternative Dispute Resolution: Values-Based Role Play Simulations for Improving Mediation Skills
Three role-play simulations focus on the mediation of values-based disputes.
… Read More
Global Impact Negotiation Simulation
International law and diplomacy is a rapidly evolving field that depends on the brokering of agreements between nations and other stakeholders. Whether there are language barriers, cultural differences, or both, some of the most challenging negotiations involve parties from different nations. Because of the relative lack of clear legal precedents and the difficulties of enforcement, … Read Global Impact Negotiation Simulation
Business Negotiation Solutions: To Eat or Not to Eat?
We’ve all shared a meal with a negotiating counterpart at one point or another, whether a business lunch, a working dinner, or sandwiches in a conference room. What are the advantages and potential pitfalls of combining food and drink with negotiation? Here, we offer business negotiation solutions for those who are trying to decide whether … Read More
Hardball Tactics in Negotiation Increase with Rivalry
Coke vs. Pepsi. Clinton vs. Trump. Apple vs. Samsung. The New York Yankees vs. the Boston Red Sox.
Whether we work in business, politics, sports, or another arena, our competitors sometimes turn into fierce rivals. In addition, many sales, legal, and financial firms structure jobs, incentives, and promotion systems in ways that pit employees against one … Read More
Handling Difficult People: The Antisocial Negotiator
Have you ever found yourself negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may end up in the deeply unsettling position of handling difficult people who appear to have no concern for us or our outcomes.
People who are antisocial, lack empathy, and habitually engage in impulsive, manipulative, … Read More
The Wired Negotiator: Using Technology in Negotiation
Everyone negotiates every day. How we negotiate is changing dramatically due to the use of various technological tools. People need not fear this change. Rather, they should understand the different technology at their disposal, grasp the pros and cons, and determine how to select the best medium to suit their needs, negotiation style, and approach. … Read More
Add Variety to Your Curriculum with These Top Simulations
Update Your Teaching Materials with Our Top Negotiation Role Play Simulations
The field of negotiation is constantly evolving, and as such, requires new ways of teaching negotiation. It can sometimes happen that students come into a class having already encountered the negotiation simulation being used in the course, or that a different kind of exercise is … Read More
How to Handle Difficult People—Including Your Rivals
One of the most common questions raised by businesspeople is how to handle difficult people. This question contains a hidden assumption: Faced with abrasive, competitive, and even unethical behavior, we view ourselves as being in the right and the other party as being wholly wrong.
Yet it’s important to consider that, in our real-life conflict scenarios, … Read More
What to do when negotiators seem to bargain in bad faith
In the fall of 2017, Amazon created a stir when it announced it was taking bids from North American cities and regions interested in hosting its second headquarters, known as HQ2. Driven by the promise of 50,000 jobs and a $5 billion campus that Amazon promised would be the “full equal” of its main campus in … Read More
Teach Your Students to Negotiate the Principal-Agent Relationship with Fie’s Agent
Negotiate International Sports Contracts
In many business negotiations, especially those involving athletes, you will find an agent negotiating on behalf of the principal party. This unique principal-agent relationship can cause challenges at the negotiating table. The agent may have different preferences from their principal party. Agents may also have different incentives from the principal. Agents may … Read More
For Serial Negotiators, Pride May Come Before A Fall
Imagine that you are a purchasing agent who just scored a significant price concession from a supplier. Now it’s time to hang up the phone and move on to another negotiation with a different supplier. You’re feeling proud of how you handled the last negotiation and confident that this next negotiation will go just as well, maybe … Read More
Negotiating Skills and Negotiation Tactics – Body Language in the Negotiation Process: Confront Your Anxiety, Improve Your Results
Body language, and how to monitor and interpret it, is a negotiating skill and negotiation tactic every effective negotiator should add to her skillset according to negotiation research.
… Read More
World in Crisis! One of the Most Immersive and Rewarding Negotiation Games Ever Created
This negotiation simulation comprised “the most intense, challenging and educational days of my life” reported one participant. What sort of experience could possibly elicit such a comment? One of the most immersive and rewarding negotiation games ever developed: a 72-party mega-simulation called the Transition Exercise!
The Transition (Excercise Trailer) from MediaTank on Vimeo.
This one-of-a-kind, intensive, multi-party … Read More
Conflict Management Training and Negotiation Research: How Nervous Energy Affects Negotiation Scenarios and Attempts at Conflict Resolution
Negotiation is often characterized as a physiologically arousing event marked by pounding hearts, queasy stomachs, and flushed faces. We might assume that heightened physiological arousal would mar our negotiation performance, but this is only true for some, researchers Ashley D. Brown and Jared R. Curhan of the Massachusetts Institute of Technology found in a new … Read More
The Negotiation Simulation Method: Teach Legal Lessons by Immersive Means
In complex legal negotiations, money, reputations, and sometimes even lives are often at stake. Legal professionals must know how to read and debate the law as well as fully embrace the art and science of negotiation.
To help attorneys and other legal professionals become well versed in law and court-based negotiation, the Program on Negotiation’s Teaching … Read More
Negotiation Exercises Designed To Help Settle Workplace Conflict
From brokering a deal to negotiating a sale, there are many disputes that happen at work. Among the most challenging are those involving employers and employees. That’s the case with Binder Kadeer: Consultation in the Company, a negotiation exercise brought to you by the Program on Negotiation’s Teaching Resource Center (TNRC).
… Read More
Negotiation Research You Can Use: When “Honor Talk” Pays in Negotiation
You likely have noticed that this newsletter and other negotiation advice from the Western world tends to promote rationality, logic, and fact finding over emotional reactions or a focus on abstract concepts such as honor. This rational approach dovetails well with the values and assumptions of American and other Western cultures. But how well does … Read More
Negotiation Research You Can Use: Two new studies look at how our emotions affected negotiated outcomes
Feeling ambivalent in negotiation? No worries
Business negotiators often find themselves feeling positive and negative emotions simultaneously, such as concern that an offer won’t be received well and excitement over the offer’s potential.
We often try to squelch our emotions for fear of appearing unstable or vulnerable. Indeed, past research has suggested that expressions of emotional ambivalence—the signs … Read More
To set more accurate negotiation goals, try unpacking
As negotiators, we understand the importance of estimating the likely parameters of an agreement in upcoming talks. Yet even the most experienced negotiators have moments of surprise at the bargaining table when they realize that their estimates were far off the mark.
A new negotiation study by professor Michael P. Haselhuhn of the University of California … Read More
Negotiators: Guard Against Ethical Lapses
During the past several years, one scandalous story of unethical behavior after another has made headlines: Countrywide’s and AIG’s risky business practices, trader Bernard Madoff’s Ponzi scheme, and former Illinois governor Rod Blagojevich’s alleged attempt to sell a U.S. Senate seat. As instances of people behaving badly proliferate, some commentators have wondered if we are … Read Negotiators: Guard Against Ethical Lapses
Negotiation research you can use: Message received: Smartphones and negotiation don’t mix
You’ve probably grown accustomed to seeing people not-so-discreetly checking messages on their smartphones or laptops during meetings. Maybe you’ve even been guilty of this yourself.
Paying more attention to a phone than to the person in front us is clearly rude in most situations. Could it also affect how well we negotiate? Researchers Aparna Krishnan and … Read More
How Nervous Energy Affects Negotiators and Conflict Management
Negotiation is often characterized as a physiologically arousing event marked by pounding heart, queasy stomachs, and flushed faces. We might assume that heightened physiological arousal would mar our negotiation performance, but this is only true for some, researchers Ashley D. Brown and Jared R. Curhan of the Massachusetts Institute of Technology found in a new … Read More
Bet you didn’t know…Will a team approach work? Consider the culture
In negotiation, two (or more) heads are better than one, most researchers have found. In several studies conducted in the United States, teams were better than solo negotiators at exchanging information with counterparts and making accurate judgments, and teams also achieved better outcomes for everyone involved.
The tendency of teams to outperform solo negotiators has been … Read More
Planting the Seeds of Peace
Tucked away in an idyllic corner of Maine is a summer camp that features many traditional American activities: singing around bonfires, flag raising ceremonies, Color Wars, and chilly dips in the lake. Less ordinary, however, are the daily dialogue sessions, where Israeli and Palestinian campers heatedly discuss their identities, homelands, politics, and pain.
Meet Seeds of … Read Planting the Seeds of Peace
Should You Negotiate Sooner or Later?
Adapted from “Is Time on Your Side?” first published in the Negotiation newsletter, May 2007.
A difficult negotiation looms on the horizon—say, next year’s allocation of resources across divisions or your family’s summer vacation destination. Should you negotiate now or wait? Professors Marlone Henderson, Yaacov Trope and Peter Carnevale of New York University provide experimental … Read Should You Negotiate Sooner or Later?
When the Sexes Face Off
Adapted from “Battles of the Sexes,” first published in the Negotiation newsletter.
What happens when men and women compete with one another for scarce resources? In a fascinating series of studies, Professor Laura Kray of the University of California at Berkeley and her colleagues show that gender stereotypes have unexpected effects on the behavior of pairs … Read When the Sexes Face Off
Improve their satisfaction
Adapted from “Make Them More Satisfied with Less,” first published in the Negotiation newsletter.
In negotiation, sometimes you just don’t have much to give. If your department’s budget has been slashed, your subordinates will have to settle for smaller raises than usual – or none at all. When consumer demand for your red-hot product levels … Read Improve their satisfaction
Negotiation and Leadership
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Beyond the Back Table: Working with People and Organizations to Get to Yes
Articles & Insights
BATNA
- Business Negotiations
- Conflict Resolution
- Crisis Negotiations
- Dealing with Difficult People
- Dealing with challenging negotiators
- Negotiating with Difficult Personalities and “Dark” Personality Traits
- M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
- Bargaining in Bad Faith: Dealing with “False Negotiators”
- Dealing with Difficult People and Negotiation: When Should You Give Up the Fight?
- Dealmaking
- Dispute Resolution
- International Negotiation
- Leadership Skills
- Mediation
- AI Mediation: Using AI to Help Mediate Disputes
- How Mediation Can Help Resolve Pro Sports Disputes
- Mediation Training: What Can You Expect?
- Undecided on Your Dispute Resolution Process? Combine Mediation and Arbitration, Known as Med-Arb
- Types of Mediation: Choose the Type Best Suited to Your Conflict
- Negotiation Skills
- Negotiation Training
- Trust in Negotiation: Does Gender Matter?
- Negotiation Training: What’s Special About Technology Negotiations?
- Cole Cannon Esq. Shares His Negotiation and Leadership Experience
- Gender and Negotiation: New Research Findings
- Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations
- Salary Negotiations
- Teaching Negotiation
- Act Now to Purchase Materials for Next Semester and Avoid a Price Increase
- Negotiating Identity and Values-Based Disputes
- Learn from the Best with the Great Negotiator Case Studies
- Casino Two: Updated Version of Casino Available from the TNRC
- Teach Your Students How to Have Difficult Conversations Over Email
- Win-Win Negotiations