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Women and Negotiation: Permission to Skip the Chit-Chat?

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Negotiators are often advised to engage in small talk before getting down to business. Indeed, the benefits of chit-chat for rapport building have been well documented. In her research, for example, Professor Janice Nadler of Northwestern University found that pairs of strangers who engaged in a casual five-minute phone chat before participating in a negotiation simulation via e-mail were four times more likely to reach a beneficial agreement than were pairs who didn’t have a chance to chat. But in a new research study, conducted by researchers Alexandra A.

Negotiation Skills: Which Negotiating Style Is Best?

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Is one negotiating style “better” than another? Most research suggests that negotiators with a primarily cooperative style are more successful than hard bargainers at reaching novel solutions that improve everyone’s outcomes. Negotiators who lean toward cooperation also tend to be more satisfied with the process and their results, according to Weingart. At the same time, claiming value and lobbying tenaciously for your position can be equally important negotiation strategies.

The Moral Quandry: Negotiation Exercises Featuring Ethical Dilemmas

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In a negotiation, few issues heighten tensions faster than when one party feels that the other party has done something ethically or morally incorrect.
To help professionals prepare for times like this, the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC) offers a variety of negotiation exercises designed to teach participants how to handle disputes that are fraught with ethical issues.

Fake It Until You Make It: Power Posing and Perceptions of Power

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The team began by examining testosterone and cortisol levels in participants prior to beginning the experiment. Testosterone is a hormone signaling dominance while cortisol is an indicator of stress. The experiment hoped to find fluctuations in the levels of these hormones after performing certain posing exercises intended to either increase or decrease one’s perception of power.

Win-Win Negotiations: Is Your Bargaining Style Holding You Back?

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All of us have a personal approach to negotiation. Here’s how to make the most of yours.

Your boss has asked you and a colleague to collaborate on a marketing campaign for your small company. At your first meeting, you and Jeff, your colleague, present several proposals to each other. You believe Jeff’s plans aren’t very good and that one of your proposals is the clear winner. But Jeff suggests you work together to “merge” your good ideas. Will you negotiate for your preferred proposal?

In Business Negotiations, Restraint Can Be Key—Even in High Fashion

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When employees leave an unsatisfying job, the feeling of relief they feel sometimes motivates them to explain their decision to whomever will listen. But that tendency can backfire and necessitate tense business negotiations, as a recent story from the world of high fashion illustrates. In November 2012, designer Nicolas Ghesquière startled the fashion world with his decision to leave his position as the creative director of design house Balenciaga, a job he had held for 15 years.

Negotiation Skills: A Failure to Communicate

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Question: I’ve just finished reading the recent book No One Would Listen: A True Financial Thriller (Wiley, 2010) by Harry Markopolos, the whistle-blower in the Bernard Madoff scandal. Why do you think Markopolos was so ineffective at persuading the Securities and Exchange Commission (SEC) that Madoff was a fraud? What does this story tell us about how to be persuasive in negotiation more generally? Answer: I read Markopolos’s book, too, and I found it to be stunning.

Powerful Conflict Resolution Games To Help You Teach Negotiation

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From complicated negotiation strategies to artful subterfuge, conflict resolution games are one of the very best ways to prepare for the challenges of real-world negotiation. Games that employ a Prisoner’s Dilemma structure (where rational parties may not cooperate despite their best interests) enable participants to analyze negotiations, make strategic decisions, and anticipate their counterpart’s next move.

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