Featured Article

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.
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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.
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What to do when negotiations hit a wall

A single-minded focus on a border wall with Mexico drove the U.S. government into the longest government shutdown in the nation’s history. Program on Negotiation experts analyze the impasse and offer solutions for entrenched parties.
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On Broadway, a revolutionary negotiation fans a spark into a flame

In negotiating profit sharing for their creative contributions to the hit musical Hamilton, the show’s original off-Broadway cast set a history-making precedent.
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Facing difficult problems? Bring high-level values to the table

Melvin Shakun is a management consultant, professor emeritus at New York University, and founding editor of the international journal Group Decision and Negotiation. He spoke with Negotiation Briefings about how negotiators can break through impasse and resolve conflict by appealing to common values.
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When “do it yourself” sends the wrong message

Inspirational messages that encourage women to negotiate their way around discriminatory employment practices can lead to unfair attributions of blame, new research shows.
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In business negotiation, get your words’ worth

Subtle differences in language choice can have a big impact on negotiated outcomes.
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To trust or not to trust?

When choosing new business partners, we size them up to decide whether they are trustworthy. Interestingly, the way in which we make such determinations depends a great deal on our national culture.
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Counteracting racial and gender bias in job negotiations

Discrimination and fear of a backlash keep women and minorities from earning as much as white men, new research confirms. To level the playing field, organizational leaders need to be proactive.
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What to do when negotiators seem to bargain in bad faith

Amazon’s auction for its second headquarters may have been little more than a publicity stunt. Protect yourself and your organization from wasting time with disingenuous negotiating partners.
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