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Resolving Conflicts Over Deeply Held Values

Conflicts over values often arise because one or more of the parties involved considers a value to be sacred and nonnegotiable.
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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?
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When Two Deals are Better than One

When you have multiple negotiations to conduct with one or more partners, should you combine them into one big deal? In negotiations for the sale of new books by Barack and Michelle Obama, the answer was an emphatic yes.
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How Technology is Changing Us and the Way We Negotiate

As the Internet seems to make us more shallow and distracted, it continues to create unprecedented new ways of collaborating and connecting with one another, from watching Snapchat videos to hailing rides from Lyft to donating to GoFundMe campaigns.
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When Women Negotiate More Ethically Than Men

In a new study published in Organizational Behavior and Human Decision Processes, Jessica A. Kennedy (Vanderbilt University), Laura J. Kray (University of California, Berkeley), and Gillian Ku (London Business School) looked closely at possible gender differences in negotiator ethics and found nuanced results.
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How Leaks Changed the Game in a High-Profile Negotiation

Once a sensitive negotiation goes public, the way parties react to one another will fundamentally shift.
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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…
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When Powerful Negotiators Cut Corners

When negotiators know they’re more powerful, they tend to believe that a fair agreement should reflect their power advantage, while weaker negotiators tend to favor equal outcomes.
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Negotiating Controversial Issues

When you’re trying to negotiate a hot-button issue, what’s the best approach to take? That was the question facing U.S. president Donald Trump as he and his administration attempted to convince the government of Mexico to fund a wall along the U.S.-Mexico border, in addition to negotiating other matters of concern to both governments.
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Harness the Power of Popular Opinion

Our knowledge of cognitive biases can help us design systems that steer people toward choices that would benefit them and society at large, such as saving more for retirement, making healthier food choices, and donating their organs after death.
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