This negotiation story analysis is by Daniel Read and Thomas Hills, Professors at University of Warwick, from Negotiation Journal. The Professors analysed a negotiation drawn from George Eliot’s novel Middlemarch: A Study of Provincial Life. Mary Ann Evans, wrote this novel under the male pseudonym of George Eliot, was herself too actively involved in many multi-issue negotiations […]

Harvard professor Howard Raiffa called the back and forth exchange of offers between buyer and seller, a Negotiation Dance. Offer and the counteroffer, typically price offer. Watch the negotiation dance between buyer and seller in a movie clip of The Life Of Brian: Monty Python. Although buyer wants to haggle but this dance is must […]

Building trust during negotiations is the most important factor in value creation. It is the foundation of good deal making. If the parties don’t trust each other, information sharing will not happen and they will never be able to discover each other interests and convert the conversation to explore transformative possibilities. The tone, small talk […]