Featured Article

On Broadway, actors get a bigger slice of the pie

Performers have increasingly played an outsized role in shaping plays and musicals vying for a Broadway stage… Read more.

Dressing for success: How wealth and status cues affect negotiation

The question of whether you should dress up or down for negotiation is more complex than it first appears, recent research suggests. … Read more.

Confronting bias constructively

For her new book, The Person You Mean to Be: How Good People Fight Bias (HarperCollins, 2018), Dolly Chugh, a social psychologist at New York University’s Stern School of Business, drew on her research on unconscious bias to write the quintessential guide to standing up for our beliefs. In a conversation with Negotiation Briefings, she offered advice on how to respond effectively when someone says or does something biased. … Read more.
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Negotiation Research

In email negotiations, when they’re happy, do you know it?

Negotiators’ expressions of emotion offer critical feedback about their preferences, offers, fears, and other information, yet emotions can be notoriously difficult to interpret accurately.… Read more.

Keeping advisers on our side

Before and during a negotiation, we often seek advice from others about whom to approach, what to offer, what to accept, and how to navigate an unfamiliar process. Whether our advisers are experienced agents negotiating on our behalf or friends sharing their personal experience, we weigh their advice and decide whether or not to follow it. … Read more.

When all we can see is red

The ability to take another person’s perspective is a valuable negotiation skill. Perspective taking enhances the discovery of joint gains in negotiation, makes groups more effective, reduces stereotypical thinking, and aids in conflict resolution, to name just a few benefits. … Read more.
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Negotiation in the News

The art of conflict resolution

Two disputes involving European art museums raise questions of ownership, fairness, and rivalry in negotiation.… Read more.

In U.S.-China trade dispute, mixed signals abound

Pitting rival advisers against each other, President Trump has struggled to keep healthy debate from descending into team conflict and confusion. … Read more.
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Successes & Messes

Nancy Pelosi’s next-to-last stand

How the House speaker held on to power for two more years. … Read more.

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.
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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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