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Managing negotiators? Avoid 3 common mistakes

When supervising negotiators, leaders often fail to provide an optimal level of support and feedback. Here’s how to ensure you’ll be a help rather than a hindrance.
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Space for interpretation

Negotiators tend to view language interpreters as neutral, but reality is more complicated, according to Sanda Kaufman, a professor of Planning, Public Policy, and Administration at Cleveland State University who studies negotiation and intervention in urban, environmental, and organizational contexts.
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Amazon’s secret deal backfires

When Amazon revealed in late November that it would be dividing HQ2 between the most obvious contenders—New York City and the Washington, D.C., area—many cried foul. Had the competition been nothing more than a publicity stunt aimed at driving up tax incentives and securing valuable information about communities for use in future projects?
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On Broadway, actors get a bigger slice of the pie

Performers have increasingly played an outsized role in shaping plays and musicals vying for a Broadway stage
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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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