Why Negotiations Fail

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When we think of failed business negotiations, most of us picture negotiators walking away from the table in disappointment. But that’s only one type of disappointing negotiation. Failed business negotiations also include those that parties come to regret over time and those that fall apart during implementation. The following three types of negotiation failures are
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Case Studies: Ten Great Conflict Resolutions

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Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s
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Do kids think of sperm donors as family? | Veerle Provoost

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How do we define a parent -- or a family? Bioethicist Veerle Provoost explores these questions in the context of non-traditional families, ones brought together by adoption, second marriages, surrogate mothers and sperm donations. In this talk, she shares stories of how parents and children create their own family narratives.

DON’T LET YOUR RELATIONSHIPS LANGUISH, THEY’RE WORTH THE EFFORT

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A professional network is more than just a list of well-placed contacts. It’s a collection of relationships, built on a foundation of time, energy and emotional investment. The people that you see every day, at work or in any social group, are in the best position to learn what you’re all about over time. ... Read more

Say your truths and seek them in others | Elizabeth Lesser

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In a lyrical, unexpectedly funny talk about heavy topics such as frayed relationships and the death of a loved one, Elizabeth Lesser describes the healing process of putting aside pride and defensiveness to make way for soul-bearing and truth-telling. "You don't have to wait for a life-or-death situation to clean up the relationships that matter to you," she says. "Be like a new kind of first responder ... the one to take the first courageous step toward the other."

What I learned from 100 days of rejection | Jia Jiang

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Jia Jang adventures boldly into a territory so many of us fear: rejection. By seeking out rejection for 100 days -- from asking a stranger to borrow $100 to requesting a "burger refill" at a restaurant -- Jiang desensitized himself to the pain and shame that rejection often brings and, in the process, discovered that simply asking for what you want can open up possibilities where you expect to find dead ends.

Successes & Messes: A Notoriously Bad Deal

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In business negotiations, we’re sometimes tempted to break the mold and do things in a new and entirely different way. But if our strategies aren’t supported by sound analysis and advice, we risk winding up with regrets.
Take the case of star running back Ricky Williams, now retired, and the sports agency he worked with as
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Dear Negotiation Coach: Dealing with Early-Bird Bidders

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Q: I’m selling my house in a seller’s market. As is the convention in this market, I listed the house at the higher end of its value and specified a deadline for prospective buyers to submit their offers. I was attempting to induce a bidding war. Typically, in this situation, offers come in very close
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In Group Negotiations, Make Sure Your Voice is Heard

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When President Barack Obama first took office, in 2008, two-thirds of his top aides were men. Moreover, some of those men were known for their brash, dominant personalities, including then chief of staff Rahm Emanuel and economic adviser Lawrence Summers. Consequently, “the West Wing was a well-documented bastion of testosterone,” reports Juliet Eilperin in the
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