Featured Article

How serious is your agent’s conflict of interest?

A dispute between TV writers and their agents highlights how competing motives can keep agents from bargaining hard on their clients’ behalf.… Read more.

To get unstuck, enlist a mediator

Most businesspeople understand the value of using mediation to resolve conflicts, but did you know that professional mediators can help you reach agreement during the dealmaking phase? Stephen Goldberg, professor emeritus at Northwestern School of Law, describes how mediators can aid parties in creating value at the negotiating table. … Read more.

When your words push their buttons

In negotiation and conflict resolution, taboo words and terms can take talks off the rails. A deeper discussion may be needed to get negotiations back on track. … Read more.
Read all Featured Articles →
Negotiation Research

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.

Keeping advisers on our side

Before and during a negotiation, we often seek advice from others about whom to approach, what to offer, what to accept, and how to navigate an unfamiliar process. Whether our advisers are experienced agents negotiating on our behalf or friends sharing their personal experience, we weigh their advice and decide whether or not to follow it. … Read more.
Read all Negotiation Research Articles →
Negotiation in the News

How a toxic culture led to a costly legal battle for CBS

If time pressure has ever led you to accept proposals from a counterpart without negotiating them, a story coming out of the #MeToo movement may keep you from ever doing so again.… Read more.

The art of conflict resolution

Two disputes involving European art museums raise questions of ownership, fairness, and rivalry in negotiation.… Read more.
Read all Negotiation in the News Articles →
Successes & Messes

When productive collaboration among competitors dries up

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

Negotiating cracks in coalitions

How a Democrat’s controversial remarks created headaches for her leadership. … 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 →