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 ...

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, ...

Citations: Thompson, Leigh, Erika Peterson, Susan Brodt. 1996. Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology. (1)66-78.

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 ...

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Negotiation is an unavoidable occurrence in life. But, as JFK said, “let us never fear to negotiate.” And he’s right – there’s nothing to fear about negotiation, especially with these tips: Go in to ...

Rachel Croson has received funding from the National Science Foundation, the Aspen Institute and the Corporation for Public Broadcasting. This is a holiday season like no other. Many people have been ...