Featured Article

Should negotiators eat, drink, and be merry?

Before mixing business with the pleasure of dining, weigh the pros and cons. … Read more.

Redoing the deal: Lessons from the NAFTA renegotiations

As negotiators from Canada, Mexico, and the United States tried to reach an agreement that would satisfy Donald Trump, the White House appeared to be playing a long game. … Read more.

Responsible negotiators care beyond the deal closing

With this issue of Negotiation Briefings, we are pleased to introduce our new academic editor, Alain Lempereur, the Alan B. Slifka Professor and Director of the Heller School Conflict Resolution Program at Brandeis University. The author of a dozen books, Lempereur has developed the concept of “responsible negotiation.”… Read more.
Read all Featured Articles →
Negotiation Research

In job interviews, is it better to be excited or calm?

When interviewing for a job, you might wonder whether you’ll be viewed more favorably if you appear excited and enthusiastic or if you seem calm and collected. There’s certainly an argument to be made for either choice.… Read more.

Why screen size matters in negotiation

Do you sometimes negotiate on your smartphone? Before tapping out your next offer, you might want to switch to a video chat on your laptop, the results of a new study led by Rutgers Business School professor Terri R. Kurtzberg suggest. … Read more.

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.
Read all Negotiation Research Articles →
Negotiation in the News

When forging new partnerships, get the fit right from the start

A failure to reconcile their business models during the negotiation stage ultimately led to irreconcilable differences for the founders of WhatsApp and Facebook.… Read more.

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.
Read all Negotiation in the News Articles →
Successes & Messes

From boom to bust: Up-and-down contract negotiations in the NBA

In negotiation, one great deal can beget another. For the National Basketball Association, its stellar 2016 national television contract begat not just one great deal but dozens for top players and even mediocre ones. But now that the boom year has passed, players’ expectations are bouncing up against reality.… Read more.

Broadening their views, rival telescope projects team up

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