Featured Article

Unlocking cross-cultural differences in negotiation

Whether you and your negotiating partners are from “tight” or “loose” cultures can dramatically affect how your talks unfold. An understanding of this age-old cultural template can help you reach agreements that last.… Read more.

Dealmaking secrets from Henry Kissinger

In their new book, Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level, James K. Sebenius, R. Nicholas Burns, and Robert H. Mnookin offer the first cross-cutting study of Henry Kissinger’s overall approach to negotiation. Here, Sebenius shares key takeaways from the book. … Read more.

Private negotiation, public auction, or both?

By carefully assessing their interests and goals, sellers can choose the right dealmaking process. … Read more.
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Negotiation Research

Scaling back the urge to merge

Organizations considering a merger or acquisition are often cautioned that the majority of such deals fail to live up to expectations and, indeed, end up as money-losing ventures. … Read more.

Promoting cooperation between teams

When a team negotiates on behalf of an organization, it can often achieve more than an individual would thanks to the team’s cumulative knowledge and experience. Yet team negotiations can create new problems.… Read more.

To curb dishonesty in negotiation, confront “paranoid pessimism”

Business negotiators often worry about being deceived, and understandably so. The potential for being lied to or swindled can be high in negotiation, given that our counterparts typically have access to information about preferences, alternatives, product quality, and so on, that we lack. Yet research shows that negotiators often behave honestly even when doing so costs them money. … Read more.
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Negotiation in the News

How Congress got to “yes” on new banking rules

It’s hardly news that in the U.S. Congress, bipartisan dealmaking has been virtually nonexistent for years. That’s why it was newsworthy when Democrats and Republicans came together to negotiate changes to the Dodd-Frank law.… Read more.

Order in the Senate, with the help of a simple tool

With the government on the brink of a shutdown on January 19 due to the Senate’s inability to agree on a spending bill, about 17 centrist Democratic and Republican senators crowded into the Capitol Hill office of Republican senator Susan Collins of Maine. But their common goal—negotiating a deal to end the shutdown—was reportedly thwarted by a cacophony of voices.… Read more.
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Successes & Messes

Broadening their views, rival telescope projects team up

By trading competition for collaboration, two astronomy projects hope to clinch funding.… Read more.

Courtroom drama: An unscripted dispute over To Kill a Mockingbird adaptation

This spring, the estate of Harper Lee, the deceased author of the classic American novel To Kill a Mockingbird, sued the producers of a Broadway stage adaptation of the novel for deviating too much from its character and plot. The story, as reported in the New York Times, highlights the value of exploring every viable option to keep a dispute out of court. … 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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