Featured Article

How to respond to the toughest questions

In negotiation, answering certain questions directly can put us at a disadvantage. Deflecting with a question of our own can be an effective alternative, according to recent research.… Read more.

Don’t be held hostage to your emotions

Business negotiations often fail; meanwhile, hostage negotiations have an incredibly high success rate—up to 94%. We spoke with former police psychologist and hostage negotiator George A. Kohlrieser, the Distinguished Professor of Leadership and Organizational Behavior at IMD Business School in Switzerland and the author of Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others, and Raise Performance (Jossey-Bass, 2006), about what business negotiators can learn from the high-risk enterprise of hostage negotiations.… Read more.

Maximizing attention in negotiation

In negotiation, late nights, tight deadlines, and other constraints can lead to deal-drafting errors, New York state lawmakers are finding. Don’t let such distractions mar your decisions. … Read more.
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Negotiation Research

Should you tell them a story?

Persuasion strategies like alluding to a product’s popularity and prompting concessions by offering potential customers “free gifts” have proven useful for business negotiators who are trying to shine the best light on their offers.… Read more.

Why displays of anger can backfire

When negotiators get angry, their counterparts often snap to attention, research shows. We tend to perceive negotiators who appear angry as hard bargainers, and thus make lower demands of them and offer them higher concessions than when dealing with happy opponents, University of Amsterdam professor Gerben A. Van Kleef has found in his research. … Read more.

In email negotiations, when they’re happy, do you know it?

Negotiators’ expressions of emotion offer critical feedback about their preferences, offers, fears, and other information, yet emotions can be notoriously difficult to interpret accurately.… Read more.
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Negotiation in the News

Inside the FTC’s battle to show Facebook who’s boss

When your counterpart has more resources than you do, you’ll need to call on other sources of power. … Read more.

From partner to pariah: The changing fortunes of Mohammad Javad Zarif

During and after the Iran nuclear negotiations, bicultural fluency has been both a blessing and a curse for Iran’s foreign minister.… Read more.
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Successes & Messes

From discord to harmony

The Chicago Symphony Orchestra ends its record-breaking strike.… Read more.

When productive collaboration among competitors dries up

The U.S. raisin industry tries to rebound from falling sales and infighting.… 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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