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When Rumors Run Wild in Business Negotiation

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What impact do rumors have on business negotiations and bargaining within the workplace? In this article, the effects of office gossip and other forms of unverified information are examined with regard to their impact on negotiation scenarios
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Top Ten Business Negotiation Articles

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Here are the top ten business negotiations articles on the Program on Negotiation website. Drawn from a variety of negotiation case studies as well as negotiation research, the following articles present negotiation examples in real life and offer strategies for engaging in integrative negotiations strategies aimed at creating win-win scenarios for each party at the
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Decision Bias

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by Gary CohenHe who knows and knows that he knows, He is wise, follow him. He who knows and knows not that he knows, He is asleep, awaken him. He who knows not and knows not that he knows not, He is a fool, shun him. He who knows not and knows that he knows not, He […]The post Decision Bias appeared first on Elements of Leadership.

Time Travel: Seeing the Present from the Future

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by Gary CohenAs an executive coach, two future-related questions often leap to mind: 1. How will the client and their organization get to the desired destination/vision? 2. And is that really the right place for them to go? These are fun and interesting questions to ask, but the ensuing discussions can veer in a number of different […]The post Time Travel: Seeing the Present from the Future appeared first on Elements of Leadership.

The Essential Guide to SWOT Analysis

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by Gary CohenThe Essential Guide to SWOT Analysis is a comprehensive and interactive guide that introduces and then details the fundamental aspects of SWOT analysis. The co-authors, Jackson Hille, Content Associate of FormSwift, and Justin Gomer, a Lecturer at UC Berkeley, decided to make the guide upon noticing the below average quality of easily accessible information involving […]The post The Essential Guide to SWOT Analysis appeared first on Elements of Leadership.

Negotiation Case Studies: Reciprocity at the Bargaining Table – How to Use Tradeoffs to Create Value in Integrative Negotiation Scenarios

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Adapted from an article first published in “Negotiation Newsletter”.
Sometimes negotiators get off on the wrong foot. Maybe you and your partner had different understanding of your meeting time, or one of you makes a statement that the other misinterprets. Such awkward moves at the beginning of an interaction can lead one party to question the
The post Negotiation Case Studies: Reciprocity at the Bargaining Table – How to Use Tradeoffs to Create Value in Integrative Negotiation Scenarios appeared first on PON - Program on Negotiation at Harvard Law School.

Negotiation Training with Heart

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In typical negotiation skills training, we are taught to get beyond our emotions and look at situations rationally. There’s merit to this approach, of course, as feelings can cloud our judgment.
But consider what Lieutenant Jack Cambria, who retired in August as the longest-running head of the New York Police Department’s (NYPD’s) hostage negotiation team, said
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Working on multiple deals? Look for ways to connect the dots

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In negotiation, lightbulb moments—the kind that seem to magically dissolve disputes and create stellar contracts—can be few and far between. We might be lucky to have one such flash of insight over the course of a complicated dealmaking process. Recently, Major League Baseball’s (MLB’s) New York Yankees were fortunate to experience a breakthrough that neatly
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Negotiation in the News: Greece’s bad deal gets worse

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Sometimes in negotiation, we bargain less as the equal of our counterpart than as a supplicant, hands outstretched in the hope that the other party will help us stay afloat. Negotiating as the weaker party requires a special set of skills as we strive to advocate for our needs without irritating the other party into
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THE PROS AND CONS OF BACK-CHANNEL NEGOTIATIONS

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This July, Iran and a group of six other nations led by the United States announced they had reached a deal to curb Iran’s nuclear program for more than a decade in exchange for the removal of financial sanctions. The deal, 20 months in the making, received both praise and pans in the United States:
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