Featured Article

In baseball, sabermetrics create a more level playing field

When negotiators replace intuitive decision making with rational analysis, it can be a whole new ball game.… Read more.

When high prices are a bitter pill to swallow

To promote transparency and fairness in sales negotiations, bring objective standards to the table.… Read more.

Negotiating beyond the finish line

Just because a negotiation has ended doesn’t mean you should call it quits. … Read more.
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Negotiation Research

Too guilty to compete?

Our emotions—including anger, sadness, happiness, and disgust—influence our negotiation behavior in systematic ways, research shows. In a new study, Ben-Gurion University of the Negev researcher Uriel Haran is the first to examine whether feeling guilty affects our competitive drive.… Read more.

Have you tried a hypothetical question?

In a new paper published in the Negotiation Journal, University of Amsterdam researchers Diyan Nikolov Grigorov and A. Francisca Snoeck Henkemans suggest that a particular kind of question may be especially useful when delivering offers and proposals in negotiation: hypothetical ones. … Read more.

Bringing mediation into the technological era

Laptops, smartphones, databases, and project-management software have become common tools of the negotiation trade. Meanwhile, even as online dispute resolution has risen in popularity, the traditional practice of inperson mediation remains a largely technology-free zone, with smartphones often turned off and tucked away. … Read more.
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Negotiation in the News

Scrutinizing a win-win deal

Although President Trump’s renegotiated NAFTA met many of their goals on trade, congressional Democrats were conflicted about whether to support it.… Read more.

When “mini-deals” are the easy way out

With numerous complex negotiations failing to pan out, President Trump has been reaching narrow trade deals to score short-term political victories—at the risk of long-term success. … Read more.
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Successes & Messes

Sending a strong message on trade

By combining a credible threat with a willingness to negotiate collaboratively, the Trump administration prompted global postal reforms.… Read more.

Masterful negotiations at the Louvre

Curators at the venerable Paris art museum carefully planned every move to secure borrowing rights to major works by Leonardo da Vinci for a momentous exhibition. … 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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