Negotiation and Leadership Skills Go Hand in Hand for Ebay and Paypal

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Burdened by years of nonstop acquisitions, an increasing number of tech companies are finding out that it can be better to do one thing well than to try to offer as many services as possible. Splitting up a company that has taken on too much, however, takes expert leadership skills. Last month, eBay CEO John

Arbitration vs Mediation and the Conflict Resolution Process in Alternative Dispute Resolution (ADR)

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Arbitration, mediation, and the dispute resolution process – how negotiators can effectively use alternative dispute resolution (ADR) conflict management and conflict resolution techniques to resolve disputes, repair relationships, and find opportunities for value creation at the bargaining table.
It’s often the case that when two people or organizations try to resolve a dispute by determining who

Integrative Negotiations Strategies and Negotiation Ethics: Social Proof and Acceptable Behavior

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What do we do when we’re uncertain about how to behave in business negotiations? We study the behavior of others in similar situations.
When we look for social proof regarding the “right” way to behave, we tend to make quicker, more efficient decisions, writes psychologist Robert Cialdini of Arizona State University.

Negotiating Skills and Negotiation Techniques: Use Integrative Negotiation Strategies to Create Value at the Bargaining Table

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How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four value-creating moves that all negotiators should add to their toolkit.

Dear Negotiation Coach: Getting Your Team in the Same Frames

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Q: I lead a team of approximately 50 lawyers in the in-house legal department of a Fortune 500 company. As our team gets larger, reflecting the company’s growth, I’d like to install quality-control measures to ensure that all our attorneys are effectively negotiating settlements when appropriate and taking cases to trial when not. What are

Finding common ground in international negotiation

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It’s difficult to think of negotiations with higher stakes than those surrounding nuclear nonproliferation. Often conducted amid international conflicts and public scrutiny, complicated by language and cultural barriers, and carried out under tight deadlines, talks aimed at ensuring that nuclear technology is used peacefully and that disarmament procedures are followed closely demand the highest level

In negotiations with rookies, the NFL takes control

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At one point or another, most of us have found ourselves in the midst of a chaotic negotiation process—one that takes much longer than hoped for, creates a great deal of stress, and squanders resources.
Now imagine having to face multiple such negotiations annually. For many years, that’s the situation National Football League (NFL) teams were

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