Hostage at the Table

In the newly revised second edition of Hostage at the Table: How Leaders Can Overcome Conflict, Influence Others and Raise Performance, clinical psychologist, distinguished leadership professor, and veteran hostage negotiator George Kohlrieser com...

Making a wrong move in a negotiation can ruin the best-laid plans. Here's why the type of offer you should put on the table depends on the scenario.

Generally, making the first offer in a negotiation gives you more control of the final outcome. But sometimes letting the other side show their cards first provides you with valuable information on their position. Here are three scenarios when you...

Increase your chances of negotiation success – not by holding your cards close to your chest but by making the first offer. Jennifer Jordan explains how to use this tactic to your advantage.

This note explores key aspects of cross-cultural negotiations, providing a framework and strategies for conducting successful international transactions. It begins by highlighting the importance of understanding cultural differences in negotiation...

Negotiation is hard at the best of times, especially when your counterpart may question your legitimacy. Negotiation experts Fiorella Erni and Francesca Giulia Mereu share three key pieces of advice on navigating a negotiation when the power balan...

Confrontation was always seen as an essential weapon for campaigners, but a new era of cooperation is proving equally effective. With the right approach, everyone can be a winner.

As inflation skyrockets, companies are being besieged with pay rise demands. What’s the best way to secure one, and how can managers resist pressure to bump up salaries?  

The global dealmaking boom is going into hard reverse as big transactions are shelved, underscoring the need for executives to strengthen negotiation tactics and exit strategies in order to preserve value.