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 ...

Effective negotiation enables leaders to achieve organizational goals; it’s the key to resolving conflicts amicably. Mastering negotiation skills is not just about closing deals but influencing ...

Negotiations happen daily in organizations, whether to allocate limited resources to teams or to make deals with clients, distributors, or suppliers. Negotiations are a way for parties to get what ...

Expert advice on career-related negotiations tends to focus on maximizing people’s salaries. While we do acknowledge the importance of negotiating on salary, we challenge the assumption that getting a ...

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 ...

Rachel Croson has previously received funding from the National Science Foundation. I’m having an amazing holiday season. Each year it seems our travel gets more and more out of control. Between the ...