Featured Article

Before negotiating via video, consider the hidden pitfalls

Negotiating via Skype and other videoconferencing tools is an effortless way to bring parties together, but there are potential drawbacks that you need to consider. … Read more.

Negotiating seamless leadership transitions

The drama surrounding the departure of Uber’s longtime CEO points to the value of negotiating leadership shifts in a way that minimizes disruption. … Read more.

The promise of web-based negotiation

Harvard Business School professor Max H. Bazerman describes how web-based negotiations could increase efficiency and trust in many realms.… Read more.
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Negotiation Research

When women “lean out” of leadership roles

Women are underrepresented in leadership roles in the workplace, holding only about 16% of executive positions in Fortune 500 companies. Facebook COO Sheryl Sandberg and others have urged women to “lean in” by competing for high-level managerial jobs and negotiating for better pay and greater responsibility. Yet substantial evidence shows that many women who try to lean in face biased hiring and promotion processes that favor men.… Read more.

When anger helps and hurts at the office

Most of us dread displays of anger at work, whether we’re the aggrieved party, the target of someone’s wrath, or just an innocent bystander. But anger can have benefits in the workplace when expressed constructively, airing differences that need to be addressed, improving relationships, and bringing injustice and mistreatment to light.… Read more.

When first offers fail

In negotiation, the party who makes the first offer often gets the lion’s share of the value. That can be due to the anchoring effect, or the tendency for the first offer to “anchor” the bargaining that follows in its direction, even if the offer recipient thinks the offer is out of line. Yet plenty of times, the person making the first offer fails to capture most of the value in a negotiation. Why might that be the case? … Read more.
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Negotiation in the News

Making group decisions when values are at stake

President Trump’s controversial remarks have left business groups struggling to find a unified way to respond.… Read more.

Adapting the BATNA strategy across cultures

The BATNA (best alternative to a negotiated agreement) concept, popularized by Roger Fisher, William Ury, and Bruce Patton in their book Getting to Yes (Penguin Books, second edition, 1991), has been disseminated all over the world and doubtless helped thousands avoid settling for less than what they want in negotiations. When you have identified your BATNA, you can compare it to the offers you receive, turn down subpar offers, and exercise your BATNA instead. … Read more.
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Successes & Messes

“Chuck and Nancy” find their leverage

How President Donald Trump helped the minority party in Congress tap into a source of negotiating power. … Read more.

The Florida Marlins sale: Did one bad deal beget another?

The fallout from a disadvantageous negotiation can reverberate for years to come. That’s what the City of Miami is learning from its 2009 stadium deal with Florida Marlins owner Jeffrey Loria as he reached an agreement to sell the team this past August.… 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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