Featured Article

The surprising benefits of negotiating with your kids

These days, families are experiencing a lot of togetherness—and perhaps more disagreement and conflict than usual. Rutgers Business School professor Terri R. Kurtzberg shares insights into how parents can apply negotiation skills to achieve better outcomes—and relationships—with their children.… Read more.

Learning from crisis negotiations

The year 2020 continues to offer negotiators lessons on the virtues of adaptability.… Read more.

Will your business negotiation make it to the finish line?

It’s not uncommon for promising deals to blow up at the last moment. By anticipating potential problems, you can ensure your next negotiation has a happy ending. … Read more.
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Negotiation Research

When criticism helps—and hurts—brainstorming

Negative feedback is often viewed as a creativity killer in negotiations, but new research finds the opposite effect under certain conditions. … Read more.

When offers are more appealing than requests

In 2015, the government of Greece approached the European Union regarding a new bailout package by requesting a six-month loan extension. The request was rejected within five hours. Four months later, Greece offered new budget proposals in return for an extended bailout package. This time, the proposal led to agreement. … Read more.

To build rapport, be a (subtle) copycat

While being deliberately mimicked for laughs is annoying (ask any parent of young kids), people actually tend to like those who subtly mimic them better than those who don’t, researchers have found. … Read more.
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Negotiation in the News

The art of the compromise

The Hamilton film’s journey came with some memorable plot twists.… Read more.

Gambling on a better outcome

After Chicago’s mayor was unable to convince Illinois state lawmakers to approve a casino in the city, she redoubled her efforts and tried again. … Read more.
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Successes & Messes

In the NBA, a quest to be heard

Group negotiations over emotional issues can quickly deteriorate. After a player walkout put the remainder of the National Basketball Association’s season in jeopardy, leaders stepped up to help players and owners come to an agreement they could all accept.… Read more.

In France, dirty tricks in a highbrow market

A cautionary tale in the staid world of rare books and manuscripts.… Read more.
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Ask the Expert

When Time is Not Money

Q: I have been doing a lot of business deals in the Middle East and elsewhere in Asia. With all due respect, negotiations seem to drag on and on in that part of the world. How can I negotiate effectively in this situation?… Read more.

Negotiating Upgrades

Q: My company, a large multinational, contracts with an outside vendor for some of our software infrastructure. Due to new regulatory requirements, we have asked the vendor’s team to upgrade certain features of the software. We think that we should get these upgrades for free because these enhanced features may be needed by their other clients soon. They are asking us to pay $5 million for the upgrades because they claim they don’t foresee being able to sell the upgrades to other clients...… Read more.
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