Featured Article

Redoing the deal: Lessons from the NAFTA renegotiations

As negotiators from Canada, Mexico, and the United States tried to reach an agreement that would satisfy Donald Trump, the White House appeared to be playing a long game. … Read more.

Responsible negotiators care beyond the deal closing

With this issue of Negotiation Briefings, we are pleased to introduce our new academic editor, Alain Lempereur, the Alan B. Slifka Professor and Director of the Heller School Conflict Resolution Program at Brandeis University. The author of a dozen books, Lempereur has developed the concept of “responsible negotiation.”… Read more.

Building consensus, one justice at a time

Contrary to public perceptions, the Supreme Court generally aims to build consensus, analysis of its decisions shows. Business negotiators would be wise to adopt the same goal in their own group talks.… Read more.
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Negotiation Research

Why screen size matters in negotiation

Do you sometimes negotiate on your smartphone? Before tapping out your next offer, you might want to switch to a video chat on your laptop, the results of a new study led by Rutgers Business School professor Terri R. Kurtzberg suggest. … Read more.

Scaling back the urge to merge

Organizations considering a merger or acquisition are often cautioned that the majority of such deals fail to live up to expectations and, indeed, end up as money-losing ventures. … Read more.

Promoting cooperation between teams

When a team negotiates on behalf of an organization, it can often achieve more than an individual would thanks to the team’s cumulative knowledge and experience. Yet team negotiations can create new problems.… Read more.
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Negotiation in the News

When forging new partnerships, get the fit right from the start

A failure to reconcile their business models during the negotiation stage ultimately led to irreconcilable differences for the founders of WhatsApp and Facebook.… Read more.

How Congress got to “yes” on new banking rules

It’s hardly news that in the U.S. Congress, bipartisan dealmaking has been virtually nonexistent for years. That’s why it was newsworthy when Democrats and Republicans came together to negotiate changes to the Dodd-Frank law.… 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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