I recently led a negotiation skills workshop for a client. Revisiting material I’ve collected on negotiations over the years, I was struck once again by a principle called “distributive negotiation,” ...

A new study finds that while women fare worse economically than men in many distributive negotiations, including salary negotiations, women do not lack the capability or motivation to bargain ...

Professor Kathleen O’Connor speaks to Chris Caldwell of United Renewables on the art of negotiation. Professor Kathleen O’Connor speaks to Chris Caldwell of United Renewables on the art of negotiation ...

Vol. 35, No. 1, Time and African Land Use: Ethnography and Remote Sensing (Feb., 2007), pp. 81-95 (15 pages) With the rise of joint management of protected areas, community representatives are ...

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, ...

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