Featured Article

In baseball, sabermetrics create a more level playing field

When negotiators replace intuitive decision making with rational analysis, it can be a whole new ball game.
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When high prices are a bitter pill to swallow

To promote transparency and fairness in sales negotiations, bring objective standards to the table.
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Negotiating beyond the finish line

Just because a negotiation has ended doesn’t mean you should call it quits.
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Negotiating for diversity and inclusion

Black men and women continue to be vastly underrepresented in leadership roles in corporate America. Those who advance in majority-white organizations encounter both covert and overt bias, and often struggle to feel authentic and connected, write contributors to the new book Race, Work & Leadership: New Perspectives on the Black Experience.
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Changing the rules of the game

Clinging to old ways of doing business can hold us back in negotiation, as a case study from the film industry illustrates. To reach better deals, we need to expand our focus.
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Don’t get schooled in your next negotiation

When the Chicago Teachers Union went on strike this past fall, the city’s new mayor faced a difficult test. The process suggests lessons we can all apply to our most contentious negotiations.
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Dispute resolution after mass disasters

In the aftermath of a large-scale catastrophe or disaster in the United States—such as 9/11, the opioid epidemic, and mass shootings—the courts can be ill-equipped to take on the complex task of negotiating compensation for large numbers of claimants. Instead, “special masters” are often assigned to create and administer victim-compensation programs, a job that typically requires thousands of negotiations on emotionally wrenching issues.
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Macron tries to strong-arm a peace deal

If you’ve ever tried to play peacemaker between sworn enemies and failed, you might sympathize with the difficulties French president Emmanuel Macron had trying to engineer a face-to-face meeting between U.S. president Donald Trump and Iranian president Hassan Rouhani at the United Nations General Assembly meeting in New York City this past September.
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Build rapport—without saying a word

In negotiation, eye contact, gestures, and other forms of nonverbal communication can go a long way toward forging trust and lasting connections.
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Learning from humanitarian negotiations

International Committee of the Red Cross (ICRC) president Peter Maurer views negotiation as integral to the ICRC’s mission of providing humanitarian aid to people in conflict zones.
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