Featured Article

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.
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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.
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Should negotiators eat, drink, and be merry?

Before mixing business with the pleasure of dining, weigh the pros and cons.
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Redoing the deal: Lessons from the NAFTA renegotiations

As negotiators from Canada, Mexico, and the United States tried to reach an agreement that would satisfy Donald Trump, the White House appeared to be playing a long game.
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Responsible negotiators care beyond the deal closing

With this issue of Negotiation Briefings, we are pleased to introduce our new academic editor, Alain Lempereur, the Alan B. Slifka Professor and Director of the Heller School Conflict Resolution Program at Brandeis University. The author of a dozen books, Lempereur has developed the concept of “responsible negotiation.”
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Building consensus, one justice at a time

Contrary to public perceptions, the Supreme Court generally aims to build consensus, analysis of its decisions shows. Business negotiators would be wise to adopt the same goal in their own group talks.
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Unlocking cross-cultural differences in negotiation

Whether you and your negotiating partners are from “tight” or “loose” cultures can dramatically affect how your talks unfold. An understanding of this age-old cultural template can help you reach agreements that last.
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Dealmaking secrets from Henry Kissinger

In their new book, Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level, James K. Sebenius, R. Nicholas Burns, and Robert H. Mnookin offer the first cross-cutting study of Henry Kissinger’s overall approach to negotiation. Here, Sebenius shares key takeaways from the book.
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Private negotiation, public auction, or both?

By carefully assessing their interests and goals, sellers can choose the right dealmaking process.
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When agreements fall apart

Three recent news stories illustrate how mistakes made during negotiations can compound during the implementation stage—and how you can reach more sustainable deals.
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