Articles from Best Partner (trending on the web)

Bargaining in Bad Faith: Dealing with “False Negotiators”

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We tend to forget—at our peril—that not everyone at the bargaining table wants to close a deal.
Consider the following negotiations:
• A competitor approaches you about a potential partnership. After a series of meetings that seemed promising, however, your counterpart stops returning your calls. You are left with the nagging suspicion that the party’s only goal

First, Put Yourself In Their Shoes

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When parties can trade on their preferences across different issues, they reduce the need to haggle over price and percentages.
To resolve deep-seated conflicts and reach agreement with adversaries, former U.S. secretary of state Madeleine Albright advises close observation and perspective taking.
At a recent event on the Harvard University campus, former U.S. secretary of state Madeleine

Successes & Messes: In DuPont’s Proxy Battle, An Expensive Power Struggle

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A risky decision to fend off a corporate raider pays off in the end.
Over the past two years, billionaire investor Nelson Peltz and his hedge fund, Trian Fund Management, fought to win up to four seats on DuPont’s 12-person board of directors in the hope of shaking up the 212-year-old company. Over the same two

Negotiation Research You Can Use: When “Honor Talk” Pays in Negotiation

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You likely have noticed that this newsletter and other negotiation advice from the Western world tends to promote rationality, logic, and fact finding over emotional reactions or a focus on abstract concepts such as honor. This rational approach dovetails well with the values and assumptions of American and other Western cultures. But how well does

What is Dispute Resolution in Law: The Ins and Outs of Arbitration

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A “one-shot” form of dispute resolution, arbitration is usually faster and cheaper than litigation. In addition, rather than being assigned a judge, parties are able to select their arbitrator.
What is dispute resolution in law and how do alternative dispute resolution (ADR) methods like arbitration operate inside and outside a courtroom? Here are some examples of types

Business Negotiation Examples – Types of Auction

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Businesss negotiation examples involving auctions: Suppose you’ve weighed the pros and cons of selling an asset via auction or negotiation and decided an auction is the best choice. What kind of auction should it be?
That depends in part on the type of asset you have.
A common-value asset is one that all bidders should ultimately value

For a Mutually Beneficial Agreement, Collaboration is Key

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What is a mutually beneficial agreement?
Some negotiation experts would have you believe that a mutually beneficial agreement is one in which each side grabs as much as it can from a finite pot of resources and calls it a day.
At the Program on Negotiation, we urge you to aim higher by combining such competitive value-claiming

How to Overcome Cultural Barriers to Communication in International Negotiations

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Negotiators faced with the task of bargaining with international counterparts often ask about strategies on how to overcome cultural barriers to communication at the bargaining table. This article draws on findings from negotiation research to offer negotiating skills and negotiation tips for negotiators dealing with counterparts from a different culture or who speak a different

How Does Mediation Work in a Lawsuit: Choosing the Right Mediator

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How does mediation work in a lawsuit? For those new to mediation, we advise you being by getting a list of mediators from a reputable provider agency. You can find these agencies by searching under “dispute resolution” or by inquiring with your organization’s legal department. You should ask the mediators for names of the chief

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