Featured Article

What to do when negotiations hit a wall

A single-minded focus on a border wall with Mexico drove the U.S. government into the longest government shutdown in the nation’s history. Program on Negotiation experts analyze the impasse and offer solutions for entrenched parties. … Read more.

On Broadway, a revolutionary negotiation fans a spark into a flame

In negotiating profit sharing for their creative contributions to the hit musical Hamilton, the show’s original off-Broadway cast set a history-making precedent. … Read more.

Facing difficult problems? Bring high-level values to the table

Melvin Shakun is a management consultant, professor emeritus at New York University, and founding editor of the international journal Group Decision and Negotiation. He spoke with Negotiation Briefings about how negotiators can break through impasse and resolve conflict by appealing to common values. … Read more.
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Negotiation Research

Inoculate yourself against auction fever

Those who participate regularly in auctions have likely observed the phenomenon of “auction fever” firsthand—or caught the fever themselves.… Read more.

Recovering from adverse events in negotiation

When setbacks arise in negotiation—from a take-it-or-leave-it offer to a walkout to an unexpected economic downturn—we’re faced with several choices.… Read more.

Are women more ethical negotiators than men—and if so, why?

Men tend to claim more resources than women in negotiation, research shows. Why?… Read more.
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Negotiation in the News

The art of conflict resolution

Two disputes involving European art museums raise questions of ownership, fairness, and rivalry in negotiation.… Read more.

In U.S.-China trade dispute, mixed signals abound

Pitting rival advisers against each other, President Trump has struggled to keep healthy debate from descending into team conflict and confusion. … Read more.
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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.
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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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