Astonishing amounts of negotiation are now conducted by e-mail - often with scant regard for underlying strategy, or even common courtesy. The authors unpack why this happens, and propose methods that will better prepare ...

The PASTA WARS is a four-party negotiation / conflict simulation-game, in which participants must decide recurrently whether to adopt a cooperative stance or a competitive strategy towards one another. Participants are ...

Somewhere along the way toward widespread of interest-based concepts, Ebner and Efron argue, the teaching of negotiation has lost something -- a tough-minded focus on what to do when the pie can't be enlarged, the competing ...

Key to success in negotiation is managing and enhancing relationships. This concept can be difficult to convey in short-term executive training courses where students have little time for relational development. Not to ...