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,” ...

Recently, we made a snarky claim that women are better negotiators than men in response to a post claiming men are better negotiators than women. We even said women are much more naturally disposed ...

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 ...

Parents who tell children to shake hands to make nice or smooth over a conflict are on to something. Shaking hands increases cooperation between people in various negotiations, according to University ...

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

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 ...

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, ...

Contract and salary negotiations make a lot of us uncomfortable, to the point that we often sign the first deal we’re offered. Some of us never negotiate the terms of our employment at all. (Guilty as ...

NEW YORK – September 26, 2011 – A study conducted by Columbia Business School Professor Michael Morris, Chavkin-Chang Professor of Leadership, and Emily Amanatullah, now an Assistant Professor of ...