When you're a business owner, it's inevitable that you will have to engage in some type of negotiation, whether it involves your employees, a vendor, a customer or a potential investor. The challenge, ...

Citations: Thompson, Leigh, Erika Peterson, Susan Brodt. 1996. Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology. (1)66-78.

Negotiations happen daily in organizations, whether to allocate limited resources to teams or to make deals with clients, distributors, or suppliers. Negotiations are a way for parties to get what ...

Many of us realize too late that we've missed out on getting a better deal because we failed to negotiate effectively. This six-part series aims to change that by shedding light on the art of ...

In this highly interactive class, students participate in negotiation and dispute resolution simulations that range in complexity from single-party/single-issue to ...

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, ...