A free, self-paced textbook in 7 chapters. Read a chapter, then drill it with the 100 companion flashcards using spaced repetition.
Negotiation is fundamentally a process of communication between two or more parties aimed at reaching an agreement on matters of mutual interest, particularly when preferences or g...
Preparation is widely considered the most important factor in negotiation success. Walking into a negotiation unprepared is like going to court without a lawyer. Key preparation st...
A negotiator's overall approach can be classified along two key dimensions: whether the negotiation is distributive or integrative, and whether the negotiator's style is competitiv...
Anchoring is one of the most powerful psychological tools in negotiation, based on the cognitive bias where the first number or offer made strongly influences all subsequent discus...
Although tactics and strategies get most of the attention, communication skills are often what determine whether a negotiation succeeds or fails. Active listening is the foundation...
Salary negotiation is one of the most practical applications of negotiation skills, and a few principles separate average outcomes from excellent ones. The best time to negotiate s...
Many important negotiations involve more than two parties. Multi-party negotiation includes three or more parties with different interests, which introduces coalition formation, co...