Negotiation Research

Negotiating with Rivals

Clinton vs. Trump. Apple vs. Samsung. The New York Yankees vs. the Boston Red Sox. Whether we work in politics, business, sports, or another arena, our competitors sometimes turn into fierce rivals. In addition, many sales, legal, and financial firms structure jobs, incentives, and promotion systems in ways that pit employees against one another to
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When Breaks from Conflict Build Trust

Parties engaged in armed conflict often agree to cease-fires as a first step toward negotiating a peaceful resolution. Yet cease-fires and the agreements they inspire often are unstable, as recent conflicts have shown. In Colombia, for example, where the government and the Marxist guerrilla group FARC have been locked in conflict since 1964, four years
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Hugging it Out

Males and females react to one-on-one conflict differently, research suggests, and perhaps from an early age. Irreconcilable conflicts are more likely to disintegrate the activities and social groups of girls than those of boys, studies have found. Male college roommates were less likely than females to become embroiled in conflicts that led them to change
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