Featured Article

Setting the right table

Position your organization for successful negotiations by carefully considering who should be present and where you should meet. … Read more.

Debiasing job negotiations

In many organizations, policies and systems perpetuate gender and racial discrimination and inequality, including higher pay for white men as compared to others for the same work. Harvard Kennedy School professor Iris Bohnet overviews steps professionals can take to promote wiser, more equitable hiring negotiations.… Read more.

For sellers, staying mum on price can offer hidden advantages

Although it’s often wise to anchor buyers with an ambitious price, the luxury real-estate market suggests times when it may pay to sit tight and wait for an offer.… Read more.
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Negotiation Research

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.

To curb dishonesty in negotiation, confront “paranoid pessimism”

Business negotiators often worry about being deceived, and understandably so. The potential for being lied to or swindled can be high in negotiation, given that our counterparts typically have access to information about preferences, alternatives, product quality, and so on, that we lack. Yet research shows that negotiators often behave honestly even when doing so costs them money. … Read more.

“Twinning” at negotiation: Using similarities to measure our differences

We might hope that when we adopt negotiation best practices—such as spending lots of time preparing and asking questions at the table—we would achieve consistently strong results in our negotiations. Yet as most of us have experienced, our outcomes and personal satisfaction can vary a great deal from one negotiation to the next. Why? … Read more.
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Negotiation in the News

Order in the Senate, with the help of a simple tool

With the government on the brink of a shutdown on January 19 due to the Senate’s inability to agree on a spending bill, about 17 centrist Democratic and Republican senators crowded into the Capitol Hill office of Republican senator Susan Collins of Maine. But their common goal—negotiating a deal to end the shutdown—was reportedly thwarted by a cacophony of voices.… Read more.

Will Amazon’s winner be cursed?

The bidding frenzy stirred up by Amazon’s contest for its second headquarters raises the question of whether the winner will overpay for the prize. … Read more.
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Successes & Messes

What happened when Mark Wahlberg asked for more

On January 8, the news broke that actress Michelle Williams had been paid only about $80 per day, just above the union minimum, for 10 days of reshoots on All the Money in the World—and that her costar, Mark Wahlberg, had received about $1.5 million more than she had for his own reshoots. … Read more.

A new MLB player keeps his eye on the ball

Japanese hitting and pitching star Shohei Ohtani stayed focused on his unconventional goals during negotiations to enter American baseball—even as league rules worked against him. … 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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