The authors first review the research indicating that what most negotiating advice focuses on—what should be said or written, and how, and when—amounts to about 7% of communication. The other 93% is nonverbal....and is mostly ignored by proponents of better negotiation. They then set out to...

“Never!” That’s the typical reply, says the author, when he queries a negotiator about negotiating through text messages. Not so fast, Ebner says — look closely at how your day goes and how your various forms of communication fit together, and you may well find yourself already handling...

This chapter addresses a tool which has crept up on negotiators. Videoconferencing for negotiation was first hailed long ago with certain expectations: high quality video at high cost, to be used for negotiation between business teams in expensively equipped conference rooms. But now, these...

This article is based on a provocative conversation between Andrea Kupfer Schneider, Noam Ebner, and David Matz as they drove to the airport following the University of Missouri’s symposium, Moving Negotiation Theory From the Tower of Babel Toward a World of Mutual Understanding. After a...

Negotiation research is pursued from the perspectives of a number of disciplines including psychology, organizational behavior, labor relations, decision sciences, game theory, communications, legal studies, international relations, public policy, and others. Added to these are best practices...

The AuraCall simulation is a tool for teaching two subjects, and the relationships between them: alternative dispute resolution (ADR) process choice and design, and negotiation regarding this issue. Designed for to be used at the intermediate level, it sets participants into the role of...

While certainly one of the most familiar modes for online communication, email is a constantly shifting entity. This chapter explores common pitfalls encountered in negotiating via email as well as advantages the medium offers, and offers best practices for negotiating through this communication...

Many of us picture negotiations as having a diplomatic or business context, and focusing on matters such as ending armed conflict or sealing multi-million dollar deals. In our minds, negotiations connote people in suits discuss weighty things.However, the literature on negotiation solidly agrees...

This chapter envisions a negotiation game which can promote learning, as well as fact-finding on any hot-button issue. The authors outline a particular form of online game, in variants separately designed to work with formal education, working professionals, and the general public. The game, as...

Negotiation educators have long considered the use of role-play simulations an essential classroom teaching method, and have had high expectations regarding their suitability and efficacy for teaching. In this article, we review the literature, examining the degree to which simulations deliver...