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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.

Are women more ethical negotiators than men—and if so, why?

Men tend to claim more resources than women in negotiation, research shows. Why?

Facing controversy? Don’t forget to negotiate

The National Football League fumbled in its attempts to deal with player protests surrounding the national anthem. Here’s how to learn from the league’s mistakes.

Building trust with reluctant counterparts

Tetsushi Okumura is a professor at the Tokyo University of Science and has been a visiting scholar at Northwestern University’s Kellogg School of Management. Recently, Okumura has been interviewing Japanese government negotiators to identify strategies they used to make headway in difficult negotiations with private citizens.

Should you brandish your BATNA?

When and how to reveal what you’ll do if you can’t reach a deal.

Frustrated by a meddling boss? Negotiate your authority from the start

Before representing your organization in talks, negotiate your mandate with superiors.

In a skirmish over scallops, it’s the French versus the British

How a negotiation impasse triggered conflict on the high seas.

When our “principles” crash up against our negotiation goals

A billionaire’s fight to keep a gate locked could have upended public beach access nationwide—to his dismay. It’s a cautionary tale for negotiators who are tempted to draw a line in the sand.

Think outside the conference room

In her new book, Thrive Labs founder Priya Parker argues that most of us just go through the motions when planning events, whether a dinner party, a conference, or a negotiation. She spoke to Negotiation Briefings about how we can make our negotiations and other group events more meaningful and rewarding.

Should negotiators eat, drink, and be merry?

Before mixing business with the pleasure of dining, weigh the pros and cons.