High stakes negotiations such as buying a car or home can be stressful, emotionally draining, and time consuming. But for most individuals, this type of deal-making is rare. On the other hand, ...

Most negotiation advice assumes you’re dealing with rational adults operating in good faith. In reality, you’re often negotiating with power dynamics, fragile egos, emotional reactivity, or outright ...

Here’s how to avoid reactive dealmaking by Jonathan Hughes and Danny Ertel When we advise our clients on negotiations, we often ask them how they intend to formulate a negotiation strategy. Most reply ...

At the outset of every negotiation workshop or class, we ask participants, “What is the purpose of negotiation?” Answers pour in: maximizing profit, preserving relationships, resolving disputes, ...

Successful negotiations can make or break a business deal. This article presents valuable insights from seasoned business leaders on their most effective negotiation strategies. From developing ...

Citations: Brett, Jeanne, Brian Gunia, Brosh Teucher. 2017. Culture and Negotiation Strategy: A Framework for Future Research. Academy of Management Perspectives. (4 ...

The 2025 Navigating Compensation Negotiations report provides a detailed look at how negotiation is evolving, where professionals succeed or struggle, and what employers can do to retain top legal ...