Featured Article

When outsiders have an interest in your negotiation

A merger between Renault and Fiat Chrysler seemed like a match made in heaven, but the negotiators’ failure to consider the objections of outside parties led the promising deal to collapse. … Read more.

Leading negotiation experts

Do experts on negotiation practice what they preach? To find out, we spoke with Harvard Law School and Harvard Business School professor Guhan Subramanian.… Read more.

For a better deal, look beyond your BATNA

When negotiators focus too narrowly on their best alternative to a negotiated agreement, they overlook opportunities to create value. … Read more.
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Negotiation Research

Why displays of anger can backfire

When negotiators get angry, their counterparts often snap to attention, research shows. We tend to perceive negotiators who appear angry as hard bargainers, and thus make lower demands of them and offer them higher concessions than when dealing with happy opponents, University of Amsterdam professor Gerben A. Van Kleef has found in his research. … Read more.

In email negotiations, when they’re happy, do you know it?

Negotiators’ expressions of emotion offer critical feedback about their preferences, offers, fears, and other information, yet emotions can be notoriously difficult to interpret accurately.… Read more.

Keeping advisers on our side

Before and during a negotiation, we often seek advice from others about whom to approach, what to offer, what to accept, and how to navigate an unfamiliar process. Whether our advisers are experienced agents negotiating on our behalf or friends sharing their personal experience, we weigh their advice and decide whether or not to follow it. … Read more.
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Negotiation in the News

How a toxic culture led to a costly legal battle for CBS

If time pressure has ever led you to accept proposals from a counterpart without negotiating them, a story coming out of the #MeToo movement may keep you from ever doing so again.… Read more.

The art of conflict resolution

Two disputes involving European art museums raise questions of ownership, fairness, and rivalry in negotiation.… Read more.
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Successes & Messes

From discord to harmony

The Chicago Symphony Orchestra ends its record-breaking strike.… Read more.

When productive collaboration among competitors dries up

The U.S. raisin industry tries to rebound from falling sales and infighting.… 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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