"Prof Freeman, What can I do if the other negotiator is very powerful and I'm very weak? My best alternative to a negotiated agreement (BATNA) is weak at best. Must I just submit to his [...]
After three teaching trips to China, I’ve just begun to learn how exciting and challenging negotiating can be between Chinese and Americans. What are some of the biggest traps? How can you cope with them? [...]
What do you do when you've got five minutes before a surprise meeting and you haven't had a chance to prepare? Students from my negotiation course know that preparation for a negotiation is crucial, but [...]
Can you negotiate with Wal-Mart? With a big celebrity? With the President of the United States? In his excellent book, Breakthrough Business Negotiation: A Toolbox for Managers, former Harvard Business School Professor Michael Watkins suggests [...]
Several publications offer on-line articles that gives ideas about how to negotiate for a better rate on your hotel room. ^^“But isn’t it better to just use the Internet to get a good hotel deal?” [...]
Negotiating training has become a considerable industry. It has the potential to help your colleagues work much more effectively with each other and with other firms. How, though, can you know if the training works? [...]
"Knowledge is power," said Francis Bacon, and that’s especially true in negotiation. Trained negotiators know that factual research is crucial, which includes understanding the numbers well. On-line calculators can help you understand the numbers before [...]
You’d love to be a better negotiator but how can you practice your skills in a safe way? A simple real-life exercise costs lets you do just that. It can also help you learn to [...]
Is it rational to love your neighbor, even if he does you harm? For negotiators, the question is central. How DO you respond to someone who is hurting you? Is negotiation uncharitable? Is love irrational? [...]
Your boss tells you to get more for your product; your client tells you to cut the price. What can you do? A simple but powerful negotiation concept can reveal dozens of valuable answers- and [...]