These days, directive leadership may seem out of step with modern preferences for more egalitarian management styles. Yet research stretching back decades suggests that directive leadership still has its time and place, especially in situations where clarity, structure, and swift decision-making are essential.

The concept o...

These top 10 notable negotiations from recent history, both inside and outside of politics, caught our eye not because they all ended well, but because of the broader lessons they offer business negotiators. From labor disputes and mergers to international diplomacy, each case highlights a different negotiation dynamic worth studying.

10. Hollywood writers ...

Persuasion tactics can play a valuable role in negotiation, helping us address not only the other side’s reasonable objections to a mutually beneficial agreement but also their defensiveness, lack of trust, or even inexperience, write

Imagine that you and your business partner have decided to sell your company. After months of effort, you receive an offer that satisfies both of you, a well-earned success. Now comes the challenging part: dividing the proceeds in a way that feels right to everyone involved. How do you make sure that fairness in negotiation guides this next stage? Achieving fairness requi...

We often approach negotiations with new counterparts full of optimism. Yet those expectations can quickly fade when a negotiating partner behaves in ways that feel puzzling, unsettling, or downright baffling. A trio of articles by negotiation scholars offers guidance on how to respond effectively to counterparts whose behavior threatens to throw us off our game.