Featured Article

In team negotiations, should you divide and conquer?

Renewed negotiations between North and South Korea are raising concerns for the United States—and drawing attention to an age-old bargaining strategy.… Read more.

In the room where it happened: A tale of two meetings

A pair of conversations on immigration at the White House swung from collaboration to controversy, highlighting the rewards and the risks of negotiating with top leaders. … Read more.

How leaders negotiate to hang on to leadership

As a leader, you should constantly engage in alliance maintenance, communicating frequently with supporters and moving quickly to deal with any sign of possible defection among directors, officers, and key employees on whom you depend for support.… Read more.
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Negotiation Research

French impressions

The French are well known for their sartorial style, but what about their negotiating style?… Read more.

When being yourself gets you the job

“Just be yourself”: It’s probably the most common advice given to job interviewees. But research suggests most people don’t follow the old cliché.… Read more.

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.
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Negotiation in the News

Will Amazon’s winner be cursed?

The bidding frenzy stirred up by Amazon’s contest for its second headquarters raises the question of whether the winner will overpay for the prize. … Read more.

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.
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Successes & Messes

What happened when Mark Wahlberg asked for more

On January 8, the news broke that actress Michelle Williams had been paid only about $80 per day, just above the union minimum, for 10 days of reshoots on All the Money in the World—and that her costar, Mark Wahlberg, had received about $1.5 million more than she had for his own reshoots. … Read more.

A new MLB player keeps his eye on the ball

Japanese hitting and pitching star Shohei Ohtani stayed focused on his unconventional goals during negotiations to enter American baseball—even as league rules worked against him. … 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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