Negotiation Fundamentals

Monica Giannone discusses fundamental principles of effective negotiating including interests, positions, value creation and claiming and the negotiator’s dilemma

Quick insight: How does gender show up in negotiations?

Hannah Riley Bowles summarizes key research insights on gender and negotiations (short video)

The story of JC Hyde

Rand Wentworth tells the story of how he negotiated with JC Hyde without doing much of what we usually call negotiating. He listened….

The concept of “interests” in negotiations

Monica Giannone explains the importance of interests in negotiations and the different types of interests that often surface

The Importance of Listening in Negotiations

Rand Wentworth discusses the importance of listening for negotiating good outcomes and why sometimes you get the best outcomes by advancing their interests

The concept of “the BATNA” in negotiations

Monica Giannone dissects the concept of Alternatives and the Best Alternative to a Negotiated Agreement (BATNA) in negotiations

How to Listen Effectively

Rand Wentworth shares the 4 steps of effective listening

Setting up a Negotiation Process

Monica Giannone discusses the importance of setting up an effective negotiation process and how different processes affect the dynamics in negotiations.

Three Do’s and Don’t’s of Negotiating

Brian Mandell shares his thoughts on what not to do and what to do when negotiating

Negotiating with their Backtable in Mind

Kessely Hong explains why you should always think about their backtable when negotiating

How to craft a telling “Party Issue Matrix”

Anselm Dannecker describes how to use a tool to prepare for multiparty, multi-issue negotiations

An interview with Brian Mandell: Complexity in Multiparty Negotiations

Brian Mandell and Anselm Dannecker develop  insights on navigating the complexities that arise in complex multiparty negotiations (full interview)