Featured Article

The accidental negotiation expert

For 17 years, Katherine Shonk has been the editor of Negotiation Briefings. The author of two works of fiction (The Red Passport and Happy Now?), she is leaving her post after this issue to devote more time to her next novel and other editing work. Katherine will continue to share negotiation lessons in blog posts for the Program on Negotiation. Brandeis University professor Alain Lempereur, the newsletter’s academic editor, spoke with Katherine about her tenure as newsletter editor.… Read more.

How to get a great deal when trust is low

Are negotiators who don’t trust each other doomed to failure? Not at all, according to a new study. … Read more.

When negotiation is a love song

After country-music negotiating protocols offended an aspiring songwriter, she went into the kitchen and changed the rules. … Read more.
Read all Featured Articles →
Negotiation Research

The irrational impact of disappearing BATNAs

In negotiation, a strong best alternative to a negotiated agreement, or BATNA, is generally regarded as our best source of power. When we know we can walk away and get a great deal elsewhere, we’ll insist on an even better agreement at our current bargaining table. Our BATNA powerfully anchors our targets, first offers, and the deal we ultimately reach, research shows. But what happens when a BATNA falls through?… Read more.

In sales, front-end honesty can boost back-end profits

In our information age, buyers have squeezed sellers’ profit margins by collecting readily available data about the value of goods and services. Car buyers can easily identify the dealership cost of their preferred vehicle online and use it to negotiate a great price, for example. And more than 94% of business buyers surveyed by Accenture said they conduct extensive Internet research on products and pricing before contacting potential vendors. … Read more.

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.
Read all Negotiation Research Articles →
Negotiation in the News

Last negotiating moves from a never-boring president

Donald Trump’s final negotiations as president showcased his trademark unpredictability.… Read more.

The NBA tries to make the best of another (projected) bad season

In negotiations across the world, financial troubles brought on by the Covid-19 pandemic have left parties squabbling over smaller and smaller pies. The silver lining? Negotiators may have little choice but to get a deal done, and awareness of this reality can motivate creative thinking and cooperation.… Read more.
Read all Negotiation in the News Articles →
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.
Read all Successes & Messes Articles →
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.
Read all Ask the Expert Articles →