What is Integrative Negotiation?
Integrative negotiation is possible when the parties have some shared interests or opportunities to realize mutual gains through trades across multiple issues.
In integrative negotiation, more than one issue is available to be negotiated. Whenever multiple issues are present—such as salary, benefits, and start date, in the case of a job negotiation—negotiators have the potential to make tradeoffs across issues and create value. Often, what looks like a distributive negotiation is, in fact, an integrative negotiation, as there may be additional issues you can add to the discussion.
With integrative negotiation, creativity can lead to value-creation for both parties. But coming up with innovative ideas in the middle of the collaborative process can be difficult, so how does the skillful negotiator change her mindset to become more creative? How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations?
To begin, contemplate the other side’s BATNA and interests as thoroughly as you do your own. After all, you may not be able to propose a package that he’ll accept if you haven’t thought about his outside options, needs, and wants.
By preparing to propose multiple packages at the same time, you can avoid having an early feeler misconstrued as a final offer. All this preparation makes it more likely that the parties will find items of differing value that can be traded to create value.
Here are three more tips for successful integrative negotiation:
Tip 1: Try breaking the problem down into more easily managed component parts.
Tip 2: Use deal structuring to help to close the divide on differences or “barter your way to the finish line.”
Tip 3: It is often helpful to play ‘mind games’ or to create cognitive maps that both reduce the group mentality and foster creative outlooks.
To learn more about integrative negotiation and discover how to boost your power at the bargaining table, download this free special report, Dealmaking: Secrets of Successful Dealmaking in Business Negotiations, from Harvard Law School.
The following items are tagged integrative negotiation:
Teach Your Students to Take Their Mediation Skills to the Next Level
Posted November 4th, 2022 by & filed under Teaching Negotiation.
Mediation is a critical conflict resolution skill for students in a variety of fields: business, international relations, law, and public policy, to name a few. Once students have mastered mediation basics, they can hone their skills by trying to mediate more complex conflicts as well as by learning the key differences between facilitation and mediation. … Read
Value Claiming in Negotiation
Posted November 1st, 2022 by Katie Shonk & filed under Negotiation Skills.
In most negotiations, we face two goals: claiming value and creating value. Value can be defined as anything you would like to get out a negotiation, whether it be more dollars, a consulting contract, a new rug, an end to conflict, and so on. … Read
Distributive Bargaining Strategies
Posted October 20th, 2022 by Katie Shonk & filed under Negotiation Skills.
Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. And they also rely on distributive bargaining strategies to try to claim as much of that larger pie for … Read
Teaching the Fundamentals: The Best Introductory Negotiation Role Play Simulations
Posted October 18th, 2022 by Lara SanPietro & filed under Teaching Negotiation.
Introductory negotiation courses are taught in law and business schools around the world, but are also increasingly taught to undergraduates and in all types of corporate settings. No matter the context, though, the basic elements of negotiation are roughly similar. Teaching interest-based negotiation, the Zone of Possible Agreement (ZOPA), the Best Alternative to a Negotiated … Read
MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table
Posted October 18th, 2022 by PON Staff & filed under Conflict Resolution.
MESO negotiation, a negotiation strategy for creating value with a counterpart who may be reluctant to negotiate, allows negotiators to propose multiple offers without signaling commitment or preference for any one option. Business negotiators that practice integrative negotiation strategies often complain that although they try to focus on creating value, they run into far too many difficult … Read
Top Ten Posts About Conflict Resolution
Posted October 11th, 2022 by PON Staff & filed under Conflict Resolution.
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 … Read
10 Hard-Bargaining Tactics to Watch Out for in a Negotiation
Posted October 10th, 2022 by PON Staff & filed under BATNA.
Don’t be caught unprepared by hard bargainers, warn Robert Mnookin, Scott Peppet, and Andrew Tulumello in their book Beyond Winning. … Read
Top 10 Negotiation Skills You Must Learn to Succeed
Posted October 10th, 2022 by Katie Shonk & filed under Negotiation Skills.
Increasingly, business negotiators recognize that the most effective bargainers are skilled at both creating value and claiming value—that is, they both collaborate and compete. The following 10 negotiation skills will help you succeed at integrative negotiation. … Read
The Star Wars Negotiations and Trust at the Negotiation Table
Posted September 20th, 2022 by PON Staff & filed under Business Negotiations.
What is negotiation in business? Negotiation research has identified it as a process of building trust and negotiation tactics for building trust at the bargaining table have proven effective in helping negotiators create, and claim, more value out of dealmaking scenarios. … Read
Teaching Contract Negotiation: Using the Mutual Gains Approach
Posted September 5th, 2022 by Lara SanPietro & filed under Teaching Negotiation.
How do you use the mutual gains approach in contract negotiations? In contract negotiations, parties can often resort to positional bargaining instead of using the mutual gains approach. Teaching students to generate creative options in contract negotiations can help them avoid positional bargaining and achieve more beneficial and sustainable agreements. The Teaching Negotiation Resource Center (TNRC) … Read
Power in Negotiation: The Impact on Negotiators and the Negotiation Process
Posted September 5th, 2022 by PON Staff & filed under Negotiation Skills.
According to Dacher Keltner of the University of California at Berkeley and his colleagues, power in negotiation affects two primary neurological regulators of behavior: the behavioral approach system and the behavioral inhibition system. Powerful negotiators demonstrate “approach related” behaviors such as expressing positive moods and searching for rewards in their environment. … Read
Essential Negotiation Skills: Limiting Cognitive Bias in Negotiation
Posted September 1st, 2022 by PON Staff & filed under Negotiation Skills.
In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative negotiation. Of course, negotiators are not always affected by bias; we often think systematically and clearly at the bargaining table. Most negotiators believe they are capable of distinguishing … Read
How to Use Tradeoffs to Create Value in Your Negotiations
Posted September 1st, 2022 by PON Staff & filed under Uncategorized.
How do expectations of fairness and reciprocity at the bargaining table impact negotiator decisions regarding the strategies and tactics they use at the negotiation table? … Read
Using Integrative Negotiation Techniques to Close the Deal
Posted August 29th, 2022 by PON Staff & filed under Dealmaking.
Like a contingency, a condition to a deal is a related though far less common deal-structuring technique. A condition is an ‘if’ statement like a contingency, but, whereas a contingency depends on unknown future events, a condition is entirely within the control of the parties involved. … Read
What Is Distributive Negotiation?
Posted August 23rd, 2022 by Katie Shonk & filed under Negotiation Skills.
What is distributive negotiation? Distributive negotiation involves haggling over a fixed amount of value—that is, slicing up the pie. In a distributive negotiation, there is likely only one issue at stake, typically price. When you are negotiating with a merchant in a foreign bazaar, or over a used car closer to home, you are generally … Read
Use Integrative Negotiation Strategies to Create Value at the Bargaining Table
Posted August 22nd, 2022 by PON Staff & filed under Negotiation Skills.
How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Here are four integrative negotiation strategies for value creation that all negotiators should add to their toolkit. … Read
Negotiating a Non-Compete Agreement with Employers
Posted August 15th, 2022 by PON Staff & filed under Conflict Resolution.
In integrative negotiation, each side seeks to create and claim value with an eye towards the future of the negotiating relationship. One way of securing this relationship is a noncompete agreement: Employers sometimes ask potential employees to agree not to work for their competitors in the future but don’t assume such requests are nonnegotiable. … Read
Ethics in Negotiations: How to Deal with Deception at the Bargaining Table
Posted August 9th, 2022 by PON Staff & filed under Dealing with Difficult People.
You say you would never lie during a negotiation. Your ethical standards are solid—right? But imagine that after spending months looking for a new job, you’ve received an attractive offer to serve as the director of innovation for a growing start-up company. … Read
Emotional Triggers: How Emotions Affect Your Negotiating Ability
Posted August 9th, 2022 by PON Staff & filed under Negotiation Skills.
Example of negotiation in daily life: Imagine you’re about to negotiate with a competing firm about a possible merger. You enter the conference room and find a reasonable and fair representative from the other company, someone you’ve reached mutually beneficial agreements with in the past. … Read
Using Principled Negotiation to Resolve Disagreements
Posted August 1st, 2022 by Katie Shonk & filed under Dispute Resolution.
Parties can often reach a better agreement through integrative negotiation—that is, by identifying interests where they have different preferences and making tradeoffs among them. If you care more about what movie you see tonight, but your friend cares more about where you have dinner, for example, you can each get your preference on the issue … Read
Mediation and the Conflict Resolution Process
Posted July 25th, 2022 by PON Staff & filed under Conflict Resolution.
It’s often the case that when two people or organizations try to resolve a dispute by determining who is right, they get stuck. That’s why so many disputes end up in court. There is a better way to resolve your dispute: by hiring an expert mediator who focuses not on rights but on interests—the needs, … Read
Negotiation Preparation Strategies
Posted July 21st, 2022 by Katie Shonk & filed under Business Negotiations.
When an important negotiation is looming, “winging it” is never the answer. The best negotiators engage in thorough negotiation preparation. That means taking plenty of time to analyze what you want, your bargaining position, and the other side’s likely wants and alternatives. … Read
Business Negotiations: How to Improve Your Reputation at the Bargaining Table
Posted June 13th, 2022 by PON Staff & filed under Business Negotiations.
In multi-issue business negotiations, research suggests that the advantage goes to negotiators with a reputation for collaboration rather than competition. In a series of studies by Catherine H. Tinsley and Kathleen O’Connor, participants were told they would be negotiating with someone who had either a tough reputation, a cooperative reputation, or an unknown reputation. Although … Read
Teaching Critical Leadership Skills
Posted May 13th, 2022 by Lara SanPietro & filed under Uncategorized.
Running a multinational corporation, starting a small business, or leading a diplomatic mission all require critical leadership skills. Being an effective leader necessitates negotiating both within your organization and with external partners. In Real Leaders Negotiate, author Jeswald Salacuse explains that leaders can increase their effectiveness by using negotiation in each of the three phases … Read
Digitally Enhanced Simulation Packages – With Live Data Analytics
Posted October 22nd, 2021 by Lara SanPietro & filed under Uncategorized.
In-depth Teaching Materials with Real Time Data Analytics Designed to Enhance Teaching Negotiation From the Teaching Negotiation Resource Center (TNRC) at PON, and iDecisionGames: digitally enhanced simulation packages designed to take your teaching to the next level. The Enhanced Simulation Package from the TNRC and iDecisionGames brings a new, interactive learning experience to teaching negotiation. This easy … Read
The Best Negotiation Exercises, Simulations and Videos
Posted August 10th, 2021 by Lara SanPietro & filed under Uncategorized.
Have you planned your curriculum and purchased your teaching material for next semester? We’re here to help you to find the best negotiation exercises and teaching aids for your negotiation classes. … Read
How Much Does Personality in Negotiation Matter?
Posted April 22nd, 2021 by PON Staff & filed under Negotiation Skills.
We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches? Does personality in negotiation matter? Before we explore this topic, please answer “True” or “False” in response to the following questions: 1. Extroverted negotiators tend to perform better than introverted negotiators. 2. Agreeable … Read
Teach Your Students Value Distribution with a Simulation on Solar Power
Posted March 19th, 2021 by Lara SanPietro & filed under Uncategorized.
Do your students really understand the difference between value distribution and integrative negotiation, and have you given them a chance to practice their distributive bargaining skills? Do they understand that every negotiation includes elements of both value creation and value distribution? To help teach these key negotiation skills the Teaching Negotiation Resource Center (TNRC) has developed a … Read
Teaching Community Dispute Resolution: Exercises to Facilitate Positive Change
Posted January 14th, 2021 by Lara SanPietro & filed under Uncategorized.
Community dispute resolution provides communities with a forum to address conflict, uncover and resolve the underlying issues, and thereby achieve positive change. Community dispute resolution provides an alternative to the judicial system and facilitates collaborative community relationships. Community dispute resolution processes can include training and educational activities, and may involve a mediator from within the … Read
Integrative Negotiation: When Dividing the Pie, Smart Negotiators Get Creative
Posted December 17th, 2020 by PON Staff & filed under Negotiation Skills.
Typically, when parties are negotiating over a resource they both desire – whether fees, budgets, salaries, schedules, or staff – the process results in an uninspired compromise somewhere between their positions. Is it possible to avoid a compromise when negotiating tough distributive issues. … Read
Mediation Checklist: 5 Questions to Ask When Hiring Mediators
Posted December 15th, 2020 by PON Staff & filed under Mediation.
Are you hiring a mediator? When considering a potential mediator, create a mediation checklist and ask the following questions of those who have worked with him in the past. … Read
Teaching Online: Negotiation Pedagogy in a Pandemic
Posted December 8th, 2020 by Lara SanPietro & filed under Uncategorized.
How do we adapt learning objectives to online instruction? As the Coronavirus spreads around the world, many universities have moved to a remote learning structure with online classes. This raises a very crucial question for instructors: how do you transition a course designed to be in-person into an online format while ensuring students remain engaged and … Read
The Importance of Negotiation for Female Negotiators: Women Should “Negotiate Hard”
Posted December 7th, 2020 by Katie Shonk & filed under Uncategorized.
When U.S. First Lady Michelle Obama was offered her first job after law school, it didn’t even occur to her to negotiate for a higher salary, she said in a recent interview in Parade magazine. … Read
Integrative Negotiations, Value Creation, and Creativity at the Bargaining Table
Posted December 3rd, 2020 by PON Staff & filed under Business Negotiations.
When life becomes routine we are more likely to overlook details or, conversely, we cannot see the forest for the trees. In both instances, what we may lack is a creative outlook on the situation at hand. In negotiations, creativity can lead to value-creation for both parties. … Read
Effective Negotiation Strategies for Dealing with Competitors
Posted November 19th, 2020 by Katie Shonk & filed under Negotiation Skills.
In the business world, organizations take competition for granted, to the extent that they often overlook opportunities to meet their goals by working with one another. But the benefits of negotiation in business can extend to our dealings with competitors. Recent high-profile negotiations highlight three effective negotiation strategies competitors can use to cooperate and compete. … Read
Emotional Intelligence as a Negotiating Skill
Posted November 17th, 2020 by Katie Shonk & filed under Negotiation Skills.
The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. … Read
Negotiation with Your Children: How to Resolve Family Conflicts
Posted November 17th, 2020 by PON Staff & filed under Conflict Resolution.
Few negotiation examples in real life demonstrate the benefit of effective conflict resolution skills than those disputes that arise in the home, such as those between parents and children. Getting a good night’s sleep and eating a healthy dinner might seem like obvious goals for parents to have for their young children, but kids won’t … Read
For Better Communication, Try Appreciation
Posted November 16th, 2020 by Katie Shonk & filed under Negotiation Skills.
Many professional negotiators have come away from talks wondering, How did that pleasant discussion turn sour? Why did the deal unravel at the last minute? … Read
An Example of the Anchoring Effect
Posted November 10th, 2020 by PON Staff & filed under Negotiation Skills.
People tend to irrationally fixate on the first number put forth in a negotiation—the anchor—no matter how arbitrary it may be. Even when we know the anchor has limited relevance, we fail to sufficiently adjust our judgments away from it. This is the anchoring effect. … Read
How to Create Value at the Negotiation Table: Strategies for Creating Win-Win Negotiations
Posted November 9th, 2020 by PON Staff & filed under Negotiation Skills.
While you might choose many processes for conducting your negotiations, we recommend the following three steps of a mutual-gains approach to negotiations: … Read
Communicate Your Interests Behind the Deal
Posted November 3rd, 2020 by PON Staff & filed under Mediation.
As integrative negotiations students know well, focusing on interests in negotiation has proven to be the most reliable way to create value and resolve conflicts. Experience indicates that communicating with your lawyers the motivations behind a deal or negotiated agreement is well worth the time. … Read
Dealmaking Tips: 7 Negotiation Tactics for Saving a Deal from Collapse
Posted November 2nd, 2020 by PON Staff & filed under Dealmaking.
Even after the best negotiations, sometimes the other side will demand a renegotiation of the deal. Here are some guidelines on how to proceed in a negotiation. … Read
Integrative Negotiations: Using Social Proof as a Business Strategy
Posted October 29th, 2020 by PON Staff & filed under Business Negotiations.
What do we do when we’re uncertain about how to behave in business negotiations? We study the behavior of others in similar situations. … Read
Irrationality in Negotiations: How to Negotiate the Impossible
Posted October 27th, 2020 by PON Staff & filed under Negotiation Skills.
Negotiators often struggle with the task of bargaining with those who behave rashly, reason poorly, and act in ways that contradict their own self-interest. But as it turns out, behavior that negotiators often view as evidence of irrationality may in fact indicate something entirely different. … Read
When a Job Offer is “Nonnegotiable”
Posted October 26th, 2020 by PON Staff & filed under Negotiation Skills.
Question: I am in my final year of business school and starting to prepare for job interviews. I have heard many of the organizations that recruit on campus are not open to negotiating specific terms of employment. Rather, they offer everyone roughly the same deal terms. To what extent should I respect such conventions versus … Read
What is BATNA?
Posted October 22nd, 2020 by PON Staff & filed under BATNA.
What is BATNA? Negotiations in which each counterpart has a best alternative to a negotiated agreement are scenarios in which the incentive to work together must exceed the value of alternatives away from the negotiation table. … Read
Negotiation Skills in Business Communication – Use Chaos to Your Advantage at the Bargaining Table
Posted October 20th, 2020 by PON Staff & filed under Dealmaking.
Some of the most successful negotiation examples that we have covered here include negotiators engaging in improvisation at the negotiation table, turning chaotic situations into advantages in negotiation scenarios. … Read
Six Guidelines for “Getting to Yes”
Posted October 15th, 2020 by Katie Shonk & filed under Negotiation Skills.
In their revolutionary book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 3rd edition, 2011), Roger Fisher, William Ury, and Bruce Patton introduced the world to the possibilities of mutual-gains negotiation, or integrative negotiation. The authors of Getting to Yes explained that negotiators don’t have to choose between either waging a strictly competitive, win-lose … Read
Negotiation Skills for Win-Win Negotiations
Posted October 8th, 2020 by PON Staff & filed under Negotiation Skills.
A few characteristics of negotiation styles include hard bargaining tactics focused on claiming as much value as possible and integrative negotiation strategies such as value creation or win-win negotiation scenarios. What negotiation styles leads to optimal negotiated agreements and are suitable to win-win negotiations? One skill to cultivate that will have a positive impact on … Read
Negotiation Case Study: Sincerity’s Power in Negotiation
Posted October 8th, 2020 by PON Staff & filed under Conflict Resolution.
Most of us have had the experience of delivering an apology that fell on deaf ears. When apologies fail to achieve their aims, poor delivery is usually to blame. The importance of sincerity in such a situation cannot be overstated, because if the recipient thinks your apology is less than sincere, she is unlikely to … Read
Four Conflict Negotiation Strategies for Resolving Value-Based Disputes
Posted June 16th, 2020 by PON Staff & filed under Dispute Resolution.
In many negotiations, both parties are aware of what their interests are, and are willing to engage in a give-and-take process with the other party to come to agreement. … Read
Crisis Negotiation Skills: The Hostage Negotiator’s Drill
Posted August 29th, 2019 by PON Staff & filed under Crisis Negotiations.
Here are some negotiating skills from the world of crisis negotiations: Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker. … Read
Teaching Real Estate Negotiation: How to Identify and Create Value
Posted August 20th, 2019 by Lara SanPietro & filed under Uncategorized.
How do you teach your students to identify and create value in real estate negotiations? Real estate negotiation can be difficult for both the buyer and the seller. Teaching real estate negotiation can involve value creation, distributive bargaining, as well as issue linkages. It is important for both buyers, sellers, and agents to identify ways to … Read
Conflict Negotiation Strategies: When Do Employees Choose to Negotiate?
Posted July 29th, 2019 by PON Staff & filed under Dispute Resolution.
How does the desire to negotiate stack up against other workplace decision-making procedures? Negotiation seems to be the preferred decision-making mechanism when employees are seeking individually tailored solutions. … Read
Types of Negotiation for Business Professionals
Posted May 13th, 2019 by Katie Shonk & filed under Negotiation Skills.
What is negotiation? In her book The Mind and Heart of the Negotiator, Northwestern University professor Leigh Thompson defines negotiation as “an interpersonal decision-making process necessary whenever we cannot achieve our objectives single-handedly.” This definition stresses the interdependence that’s fundamental to any negotiation. Narrowing in on this definition, when preparing to negotiate, business professionals often wonder … Read
Learn How to Detect Lies in Negotiation
Posted September 24th, 2018 by PON Staff & filed under Daily, Negotiation Skills.
Whether we like it or not, negotiators often lie. Researchers have found that while most of us are generally aware of this fact, few of us are adept at detecting actual lies in negotiation. In two studies, Maurice E. Schweitzer and Rachel Croson of the Wharton School at the University of Pennsylvania move beyond the challenge … Read
Teach Your Students to Manage Two Party and Multiparty Negotiations
Posted July 25th, 2018 by Lara SanPietro & filed under Uncategorized.
Check Out Our Bestselling Two Party and Multiparty Negotiation Simulations More than just the increased number of parties at the table, there are key differences in how negotiators manage two party versus multiparty negotiations. Power disparities can be exacerbated in two party negotiations, however the opportunities for option generation can also be increased. The formation of … Read
Bargaining at a Fever Pitch
Posted May 29th, 2018 by PON Staff & filed under Leadership Skills.
Have you ever won an auction only to realize later that you overbid for the prize? In competitive bidding situations, it’s easy to get carried away in the heat of the moment and overpay. The Boston Red Sox 2006 procurement of Japanese pitching phenomenon Daisuke “Dice-K” Matsuzaka offers a lesson in keeping cool in these … Read
How Chaos at the Bargaining Table Can Help Negotiators Reach Agreement
Posted April 24th, 2018 by PON Staff & filed under Negotiation Skills.
Here are some examples of negotiation situations in which chaos at the bargaining table works to the negotiator’s advantage. Whether conducting business negotiations involving commercial transactions or personal disputes with a friend, the following negotiating skills and techniques can be used. … Read
Negotiating with Family
Posted February 14th, 2018 by Lara SanPietro & filed under Uncategorized.
Legal Disputes Where Emotions Override Reason Negotiating with a colleague or client can be complicated, but negotiating with a family member can cause us to leave reason at the door. Negotiating with family, where emotions are heightened, can lead to a reluctance to compromise. This is especially true when it comes to legal disputes between family … Read
Negotiating Indigenous Land Rights
Posted October 2nd, 2017 by Lara SanPietro & filed under Uncategorized.
Teach Your Students to Address Fundamental Value Differences While Negotiating Indigenous Land Rights Indigenous land rights have been a key aspect of negotiations by private companies and governments around the world. Indigenous land rights are the rights of indigenous peoples to land and natural resources, which they have occupied for hundreds, if not thousands, of years. … Read
How to Break Through Barriers in Negotiation When Dealing with Difficult People
Posted September 14th, 2017 by Katie Shonk & filed under Dealing with Difficult People.
In negotiation, we sometimes face the dreaded task of asking difficult people, intimidating opponents, and otherwise daunting counterparts for a big favor. How can we close the deal when we can barely summon up the courage to talk to the person in the first place? … Read
How to Avoid Preparing Unethical Negotiation Plans
Posted July 20th, 2017 by PON Staff & filed under Dealing with Difficult People.
To what degree should you level the playing field for your counterpart in negotiations? Let’s turn to the question of whether you have an ethical obligation to educate an uninformed buyer. … Read
Top Business Negotiations: Michael Bloomberg versus the New York Teachers’ Union
Posted April 6th, 2017 by PON Staff & filed under Business Negotiations.
Business negotiators seeking to resolve a dispute should foster a cooperative spirit, framing negotiations around gains rather than losses. And when negotiators are far apart, it may take a professional mediator or other independent party to help bridge the divide. … Read
Using Your BATNA: Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’
Posted February 14th, 2017 by PON Staff & filed under BATNA.
A standoff between Democrat President Barack Obama and congressional Republicans in 2012 focused attention on the negotiation styles employed by the two parties as they sought to secure their interests while also working toward the resolution of a budgetary battle. … Read
An Alternative to Traditional Dispute Resolution Instruction
Posted January 26th, 2017 by PON Staff & filed under Dispute Resolution.
Many negotiation and mediation instructors draw from other disciplines for a range of purposes. Insights from social psychology, for instance, can help students understand, explain, or predict certain interpersonal and inter-group dynamics. Ideas from economics and game theory can shed light on various value-creation principles. … Read
Creating and Claiming Value Through Haggling – Assess The Other Party’s BATNA in Dealmaking Negotiations
Posted November 15th, 2016 by PON Staff & filed under BATNA.
Now it’s time to assess the best deal you might get. Figuring out the other party’s reservation price is the key to knowing how far you will be able to push him, write Deepak Malhotra and Max H. Bazerman in their book Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining … Read
Beware Self-Fulfilling Prophecies in Negotiation
Posted July 25th, 2016 by PON Staff & filed under Negotiation Skills.
A self-fulfilling prophecy is a prediction of expectations that a person has that comes true because he or she expects it will. … Read
How Your Organization Can Benefit from Mediation Techniques
Posted July 14th, 2016 by Katie Shonk & filed under Mediation.
If you manage people, disputes will show up at your door. The marketing VP protests that the budget cap you and your new finance VP proposed is hindering a research initiative you supported. Two young sales representatives are embroiled in a turf war. Your administrative assistant is upset because the HR director won’t approve the … Read
How to Bargain for a Mutually Beneficial Agreement
Posted June 28th, 2016 by Katie Shonk & filed under Uncategorized.
We tend to view job negotiations as battles over a fixed pie of resources: A higher salary for the employee means lower profits for the employer. More vacation time equals lowered productivity, and so on. … Read
Make the Most of Mediation in Negotiations and Dispute Resolution
Posted June 6th, 2016 by PON Staff & filed under Mediation.
What at first seemed like a minor misunderstanding has spiraled out of control. A Chicago-based printing company hired your Chicago-based IT consulting firm to train its staff to use its new computer system. … Read
Forging a Global Agreement on Climate Change
Posted February 23rd, 2016 by Katie Shonk & filed under Business Negotiations.
The ambitious goal of the professional negotiators who participated in the 2015 United Nations Climate Change Conference, held in a Paris suburb from November 30 through December 11, 2015, was to reach enforceable commitments from nations around the world to lower their greenhouse-gas emissions to levels that could ward off environmental disasters. At the Paris climate … Read
Bet you didn’t know … New negotiation research
Posted July 15th, 2013 by PON Staff & filed under Uncategorized.
Negotiating in high alert Negotiation is often characterized as a physiologically arousing event marked by pounding hearts, queasy stomachs, and flushed faces. We might assume that heightened physiological arousal would mar our negotiation performance, but this is only true for some, researchers Ashley D. Brown and Jared R. Curhan of the Massachusetts Institute of Technology found … Read
Learning to Manage Climate Change Risks: Three New Multiparty Negotiation Games That Can be Used to Enhance Public Engagement
Posted October 5th, 2010 by PON Staff & filed under Daily, Negotiation Skills.
The Clearinghouse now offers three, multi-party role play simulations focused on helping cities manage climate change risks. These were prepared by the Science Impact Collaborative at the Massachusetts Institute of Technology under the direction of Professor Larry Susskind. The purpose of these exercises is to engage the public in a mixture of political and technical … Read
Occupational safety
Posted June 10th, 2010 by PON Staff & filed under Daily, Negotiation Skills.
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation is a six-person integrative negotiation among representatives of a manufacturing company, an occupational safety agency, a union, a local fire department, and a local technical expert to settle claims of safety violations … Read
Expanding the farm
Posted June 2nd, 2010 by PON Staff & filed under Daily, Negotiation Skills.
The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Mountain View Farm is a two-party, multi-issue integrative negotiation between a farmer and a neighbor over the sale or lease of part of the neighbor’s land. SCENARIO: A Vermont farmer somewhat interested in the possibility of expanding activities … Read