Featured Article

Negotiating for a brighter future

With the Colorado River’s water levels growing dangerously low, the states that depend on it needed to agree on a new conservation deal. Their success should inspire all of us to add future concerns to our negotiations.
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Helping lawmakers build bridges

To help legislators and their staff learn to build bridges and negotiate through impasse, the Harvard Kennedy School (HKS) Legislative Negotiation Project, with support from the William and Flora Hewlett Foundation Madison Initiative, has developed free teaching materials on effective legislative negotiation.
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Get beyond “take it or leave it”

New research suggests a simple way to avoid being trapped by ultimatums.
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Hello from the other side

The surprising chitchat across the DMZ
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How to respond to the toughest questions

In negotiation, answering certain questions directly can put us at a disadvantage. Deflecting with a question of our own can be an effective alternative, according to recent research.
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Don’t be held hostage to your emotions

Business negotiations often fail; meanwhile, hostage negotiations have an incredibly high success rate—up to 94%. We spoke with former police psychologist and hostage negotiator George A. Kohlrieser, the Distinguished Professor of Leadership and Organizational Behavior at IMD Business School in Switzerland and the author of Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others, and Raise Performance (Jossey-Bass, 2006), about what business negotiators can learn from the high-risk enterprise of hostage negotiations.
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Maximizing attention in negotiation

In negotiation, late nights, tight deadlines, and other constraints can lead to deal-drafting errors, New York state lawmakers are finding. Don’t let such distractions mar your decisions.
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Managing the “negotiator’s dilemma”

Negotiators face a fundamental tension between cooperating and competing. New research suggests a way you can do both: Make multiple, equivalent simultaneous offers.
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Simplify complex negotiations with stakeholder alignment

In complex, multiparty negotiations, the task of value creation can quickly become overwhelming because of the large number of parties and interests at stake.
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The art of the threat

Rash, attention-getting threats may be U.S. president Donald Trump’s favorite negotiating tactic, but they have led to unmet goals and mistrust. To succeed, threats need to be delivered rarely and judiciously.
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