Featured Article

Macron tries to strong-arm a peace deal

If you’ve ever tried to play peacemaker between sworn enemies and failed, you might sympathize with the difficulties French president Emmanuel Macron had trying to engineer a face-to-face meeting between U.S. president Donald Trump and Iranian president Hassan Rouhani at the United Nations General Assembly meeting in New York City this past September.… Read more.

Build rapport—without saying a word

In negotiation, eye contact, gestures, and other forms of nonverbal communication can go a long way toward forging trust and lasting connections. … Read more.

Learning from humanitarian negotiations

International Committee of the Red Cross (ICRC) president Peter Maurer views negotiation as integral to the ICRC’s mission of providing humanitarian aid to people in conflict zones.… Read more.
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Negotiation Research

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.

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.
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Negotiation in the News

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.

Negotiating with the Sacklers: Inside the Purdue Pharma settlement

When negotiating for compensation from alleged wrongdoers, it pays to present a united front.… Read more.
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Successes & Messes

Negotiating in reverse

What we can learn from a nonsensical battle over fuel-economy standards. … Read more.

From discord to harmony

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