Featured Article

Should you really negotiate?

We tend to assume we’ll get the best deal possible from service providers by negotiating their fees. But not negotiating can be the better choice, according to new research. … Read more.

Why nonaggression pacts often fail

We expect too much of peace agreements between competitors, as a recent feud between Democratic presidential candidates Bernie Sanders and Elizabeth Warren illustrates. … Read more.

More than just a game: Negotiating with integrity

Good sportsmanship isn’t just for athletic competitions. Negotiators need to keep their values at the forefront of everything they do, as two recent news stories from the world of sports illustrate.… Read more.
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Negotiation Research

In price negotiations, make them happy with less

In a new study, Singapore Management University professor Michael Schaerer and his colleagues identify a promising way to improve the other party’s satisfaction even when you’re the one who claims the most value.… Read more.

Not taking no for an answer

Have you ever done business with a negotiator who just won’t stop asking for more? A sense of entitlement may be to blame, Lukas Neville of the University of Manitoba in Winnipeg, and Glenda M. Fisk of Queen’s University in Kingston, Ontario, found in a new study. … Read more.

When men are—and aren’t—more likely to negotiate than women

Women can be less likely than men to initiate negotiations, a meta-analysis of existing studies on the topic concluded last year.… Read more.
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Negotiation in the News

Scrutinizing a win-win deal

Although President Trump’s renegotiated NAFTA met many of their goals on trade, congressional Democrats were conflicted about whether to support it.… Read more.

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.
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Successes & Messes

At closing time, avoid “last call”

Feeling powerless? Take a page from the owner of a beloved New York tavern.… Read more.

Sending a strong message on trade

By combining a credible threat with a willingness to negotiate collaboratively, the Trump administration prompted global postal reforms.… 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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