Featured Article

In online negotiations, can you get a word in edgewise?

For those who feel drowned out in business discussions, remote negotiations may be making matters worse.… Read more.

“Vaccine nationalism”: A lose-lose negotiation strategy

When scarce resources are up for grabs, coordination and cooperation are needed to ensure fair, efficient outcomes. But in the race for Covid-19 vaccines, competition rules the day. … Read more.

Zooming into the future of negotiation

With the Covid-19 pandemic moving many negotiations to video platforms, we’ve all been scrambling to get up to speed in this new medium. Creighton University professor Noam Ebner, the leading expert on online negotiations, answers our questions about how to adapt.… Read more.
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Negotiation Research

When offers are more appealing than requests

In 2015, the government of Greece approached the European Union regarding a new bailout package by requesting a six-month loan extension. The request was rejected within five hours. Four months later, Greece offered new budget proposals in return for an extended bailout package. This time, the proposal led to agreement. … Read more.

To build rapport, be a (subtle) copycat

While being deliberately mimicked for laughs is annoying (ask any parent of young kids), people actually tend to like those who subtly mimic them better than those who don’t, researchers have found. … Read more.

Reducing gender bias in hiring negotiations

No matter how strong their credentials or negotiating skills, women are less likely than men to be chosen for jobs historically held by men, such as positions in leadership, science, and engineering, past research shows. In a new study, University of Vienna assistant professor Steffen Keck and National University of Singapore visiting assistant professor Wenjie Tang found the comparisons that hiring personnel make among final candidates for a position may play a role in such discrimination. … Read more.
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Negotiation in the News

The art of the compromise

The Hamilton film’s journey came with some memorable plot twists.… Read more.

Gambling on a better outcome

After Chicago’s mayor was unable to convince Illinois state lawmakers to approve a casino in the city, she redoubled her efforts and tried again. … Read more.
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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.
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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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