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 ...

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, ...

The Ineffectiveness of Zero-Sum Bargaining Zero-sum bargaining—the notion that one party’s gain always comes at another’s expense—remains prevalent in some negotiation circles. Traditional economic ...