I still remember my first major business negotiation years ago when I was learning my new job as a contract negotiator for a large, international organization. My palms were sweaty. My notes were ...

Forbes contributors publish independent expert analyses and insights. Dr. Jeremy Pollack is a peace psychologist covering leadership topics. Brinkmanship is a strategic negotiation tactic to gain an ...

Understand your BATNA and WATNA to set your negotiation boundaries and retain power during talks. Establish and justify a high initial price to anchor the subsequent negotiation discussions in your ...

During these trying times, businesses are slowing down and many are suspending all work until we can safely return to a new normal. As a result, many entrepreneurs and leadership teams will need to ...

Women outperform men on negotiation skills linked to relationship-building to generate future negotiation opportunities, while achieving similar economic outcomes to men.

Can AI help you win at the negotiation table? “Inherently, the answer is yes,” says J. Jay Gerber Professor of Dispute Resolution and Organizations Leigh Thompson ’82, ’88 PhD. “The smartest ...

Many people think of negotiation as something reserved for salary talks, car purchases, or business deals: infrequent, high-stake encounters most people would rather avoid. A new study shows that this ...

Emile brings close to two decades of real estate industry experience and thought leadership to HousingWire. In 2010, he became a licensed real estate agent in Manhattan, and in 2018, he co-founded The ...

If there’s one truth about doing business across cultures, particularly in Asia, it’s this: Respect is everything. In Western contexts, negotiations are often approached with a focus on outcomes: fast ...

In global negotiations, success is often judged by outcomes alone. However, across much of Asia, the process matters just as much as the result. Negotiation is shaped by cultural values such as ...