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Negotiation
Socially Intelligent Computers can turn Difficult Negotiations into Win-win Situations
April 4, 2015
Programming fundamental social intelligence skills into software agents can make humans substantially more trusting of online negotiations, which can lead to superior outcomes in e-commerce transactions, finds a team of technology researchers, business experts and cognitive scientists. Automated software agents that bargain for the best deals on the Internet are widely used for business-to-business sales and processes. However, as people are naturally skeptical of negotiations lacking face-to-face...
April 4, 2015
Programming fundamental social intelligence skills into software agents can make humans substantially more trusting of online negotiations, which can lead to superior outcomes in e-commerce transactions, finds a team of technology researchers, business experts and cognitive scientists. Automated software agents that bargain for the best deals on the Internet are widely used for business-to-business sales and processes. However, as people are naturally skeptical of negotiations lacking face-to-face...
In Learning Negotiation Styles, Social Skills Should Come First
March 31, 2015
How would you characterize your negotiation style: Are you collaborative, competitive, or compromising? If you have trouble answering that question, you’re probably not alone. That’s because skilled negotiators typically take on all these styles during a negotiation: They listen closely and collaborate to create value. They compete for the biggest slice of the pie. They make compromises when necessary. Putting labels on negotiation style can be a mistake in negotiation skills training,...
March 31, 2015
How would you characterize your negotiation style: Are you collaborative, competitive, or compromising? If you have trouble answering that question, you’re probably not alone. That’s because skilled negotiators typically take on all these styles during a negotiation: They listen closely and collaborate to create value. They compete for the biggest slice of the pie. They make compromises when necessary. Putting labels on negotiation style can be a mistake in negotiation skills training,...
Google’s Approach to Dispute Resolution
March 24, 2015
In the face of antitrust charges, Google’s new guiding principle for dispute resolution is “Don’t litigate, negotiate,” according to the Wall Street Journal. In recent years, U.S. and European regulators have accused Google of abusing its dominance in online searches by promoting its own services, such as Google Shopping, at the expense of its competitors’ services. Rival comparison-sites such as Nextag complain that Google lists their products far below Google Shopping results, where...
March 24, 2015
In the face of antitrust charges, Google’s new guiding principle for dispute resolution is “Don’t litigate, negotiate,” according to the Wall Street Journal. In recent years, U.S. and European regulators have accused Google of abusing its dominance in online searches by promoting its own services, such as Google Shopping, at the expense of its competitors’ services. Rival comparison-sites such as Nextag complain that Google lists their products far below Google Shopping results, where...
11 Years at #1: Straus Institute for Dispute Resolution Tops New Rankings
March 23, 2015
The Straus Institute for Dispute Resolution builds on its 29-year history and continues to top the most recent U.S. News & World Report rankings as the number one dispute resolution program for an unprecedented eleven years in a row. Established in 1986, the Straus Institute grew from the first dispute resolution program in the nation’s leading mediation market to what may be the broadest and deepest program at any institution of higher learning. US News & World Report has been ranking...
March 23, 2015
The Straus Institute for Dispute Resolution builds on its 29-year history and continues to top the most recent U.S. News & World Report rankings as the number one dispute resolution program for an unprecedented eleven years in a row. Established in 1986, the Straus Institute grew from the first dispute resolution program in the nation’s leading mediation market to what may be the broadest and deepest program at any institution of higher learning. US News & World Report has been ranking...
New Book From Great Negotiator William Ury
February 13, 2015
I am sure many of you have read Getting To Yes, Getting Past No, and Beyond Reason from the brilliant people who started...
February 13, 2015
I am sure many of you have read Getting To Yes, Getting Past No, and Beyond Reason from the brilliant people who started...
Friends Negotiation Tips
February 13, 2015
Now that all of the episodes of Friends have been released on Netflix, I am really enjoying watching them with my kids. Still very funny. And, apparently, filled with good negotiation advice on team negotiations. Hat tip to the Program on Negotiation for tracking how the cast successfully negotiated their last two seasons of $1 million per episode per cast member. Lessons can be found here.
February 13, 2015
Now that all of the episodes of Friends have been released on Netflix, I am really enjoying watching them with my kids. Still very funny. And, apparently, filled with good negotiation advice on team negotiations. Hat tip to the Program on Negotiation for tracking how the cast successfully negotiated their last two seasons of $1 million per episode per cast member. Lessons can be found here.
Negotiation Games To Help Your Business Deal Sidestep Legal, Technical And Emotional Glitches
February 10, 2015
What’s faster than the pace of technological development? The pace of lawsuits being filed about the adoption of new technologies, patent infringement, and intellectual property rights. In our modern world, professionals must be able to resolve highly challenging technology-related disputes – often before they reach the courtroom. That’s where the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC) comes in. Drawing on a wide-range of disciplines including microeconomics,...
February 10, 2015
What’s faster than the pace of technological development? The pace of lawsuits being filed about the adoption of new technologies, patent infringement, and intellectual property rights. In our modern world, professionals must be able to resolve highly challenging technology-related disputes – often before they reach the courtroom. That’s where the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC) comes in. Drawing on a wide-range of disciplines including microeconomics,...
Tough Negotiation Tips from Jennifer Aniston?
February 9, 2015
Fans of the television show Friends got a treat last month when Netflix made all 236 episodes of the blockbuster hit available to stream online. At first glance actors Lisa Kudrow, Jennifer Aniston and the rest of the star-studded cast might not be your first pick to peg as formidable negotiators, but at the height of program’s popularity they banded together to pull off an unprecedented salary negotiation, walking away with a $1 million each per episode for the final two seasons, which aired from...
February 9, 2015
Fans of the television show Friends got a treat last month when Netflix made all 236 episodes of the blockbuster hit available to stream online. At first glance actors Lisa Kudrow, Jennifer Aniston and the rest of the star-studded cast might not be your first pick to peg as formidable negotiators, but at the height of program’s popularity they banded together to pull off an unprecedented salary negotiation, walking away with a $1 million each per episode for the final two seasons, which aired from...
Star Wars Stories: George Lucas and a Strong BATNA, Passed Over
February 8, 2015
In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. When you are aware that you have an appealing alternative deal to the one you’re working on, you will be less tempted to accept an agreement that doesn’t meet your minimum requirements. A strong BATNA gives you the freedom to walk away from the table with no (or few) regrets. Interestingly, by strengthening your BATNA, you can sometimes improve the deal on the table. Filmmaker...
February 8, 2015
In negotiation, your best source of power is typically your best alternative to a negotiated agreement, or BATNA. When you are aware that you have an appealing alternative deal to the one you’re working on, you will be less tempted to accept an agreement that doesn’t meet your minimum requirements. A strong BATNA gives you the freedom to walk away from the table with no (or few) regrets. Interestingly, by strengthening your BATNA, you can sometimes improve the deal on the table. Filmmaker...
Jennifer Lawrence and Jennifer Aniston: Asking for More in Business Negotiation
January 30, 2015
“We’re very much a sexist society,” actress Jennifer Aniston said in a recent interview with the New York Times, addressing not just the constant questions she faces about marriage and children, but about recent revelations of pay discrimination in Hollywood. “Women are still not paid as much as men,” Aniston continued. “I’ve been up against that in negotiations myself.” Aniston was referring an interesting and damning tidbit concerning a business negotiation, leaked by the Sony...
January 30, 2015
“We’re very much a sexist society,” actress Jennifer Aniston said in a recent interview with the New York Times, addressing not just the constant questions she faces about marriage and children, but about recent revelations of pay discrimination in Hollywood. “Women are still not paid as much as men,” Aniston continued. “I’ve been up against that in negotiations myself.” Aniston was referring an interesting and damning tidbit concerning a business negotiation, leaked by the Sony...
