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A Decision-Making Perspective to Negotiation
Looking at the past to highlight promising future trends of negotiation research.
When Contracts Destroy Trust
Parties to a contract often underestimate the likelihood of a future divergence in perspectives.
How Can Decision Making Be Improved?
The optimal moment to address the question of how to improve human decision making has arrived.
When Winning is Everything
Tame competitive arousal, leave emotionally charged competitions, or manage to your benefit.
Psychological Influence in Negotiation: An Introduction Long Overdue
Social influence research has rarely touched the field of negotiation—until now.
Dealing with the 'Irrational' Negotiator
Negotiators quick to label the other party 'irrational' do so at great cost.
Sharpening Your Skills: Negotiation
Finessing your technique can yield better results at the negotiating table.
Investigative Negotiation
Negotiation is detective work. Don't just discuss what your counterparts want—ask why they want it.
The Wisdom of (Expert) Crowds
Virtual meetings make the venerable Delphi method practical for today's strategists.
Real Leaders Negotiate
To become a more powerful and persuasive leader, master these three negotiation fundamentals.
Negotiate Like a Diplomat
Don't just focus—explore big-picture questions when negotiating across countries and cultures.