Featured Article

In business negotiation, get your words’ worth

Subtle differences in language choice can have a big impact on negotiated outcomes. … Read more.

To trust or not to trust?

When choosing new business partners, we size them up to decide whether they are trustworthy. Interestingly, the way in which we make such determinations depends a great deal on our national culture.… Read more.

Counteracting racial and gender bias in job negotiations

Discrimination and fear of a backlash keep women and minorities from earning as much as white men, new research confirms. To level the playing field, organizational leaders need to be proactive. … 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

“Victim” of Banksy’s prank laughs all the way to the bank

They say negotiation is an art, and that certainly was the case on October 5, 2018, when the mysterious artist known as Banksy turned a Sotheby’s auction into a clever—and very expensive—piece of performance art. … Read more.

How Jeff Flake went from “Yes” to “Maybe not” (and back to “Yes”)

In today’s polarized Washington, instances of legislators diverging from their party’s position are so rare as to be noteworthy. The story behind Flake’s brief rebellion suggests tips negotiators in other realms can try to win over reluctant or conflicted counterparts. … 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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