Negotiation and Conflict Management Collaborative

Welcome to the Negotiation and Conflict Management Collaborative (NCMC)!

We are an open and international platform dedicated to bringing together scholars and practitioners to collaborate on research and education on negotiation and conflict management.

Through collaborative research and education opportunities, NCMC aims to:

Equip individuals and organizations with evidence-based negotiation and conflict management insights.
Reduce social and economic inequality through negotiation and conflict management empowerment.
Foster theoretically innovative and practically useful interdisciplinary collaborations.
Offer a global perspective on negotiation and conflict management dynamics.
Democratise negotiation education by providing free role play exercises, lectures slides, and other teaching materials to instructors around the world.
Organise crowd scientific collaborations to identify negotiation strategies that are sustainable, i.e. work repeatedly across many interactions and cultures.
Connect a global community motivated to advance win-win and sustainable methods of negotiation and conflict management.

Welcome to NCMC!

Our impact at a glance

50+

No. of research publications

100+

No. of published cases

20k+

No. of students who attended INSEAD negotiation class

100+

No. of contributing faculty & students

45

Countries

Middle East Africa: Angola, Egypt, Kuwait, Qatar, Saudi Arabia, South Africa, Turkey, United Arab Emirates

7
Countries

Americas: Argentina, Bolivia, Brazil, Canada, Chile, Colombia, Ecuador, Mexico, Paraguay, Peru, United States

11
Countries

Asia Pacific: Australia, Bhutan, China, India, Indonesia, Japan, Malaysia, Singapore, South Korea, Sri Lanka, Thailand, Vietnam

12
Countries

Europe: Belgium, Denmark, France, Germany, Ireland, Italy, Netherlands, Poland, Portugal, Spain, Sweden, Switzerland, Turkey, UK

14
Countries

17

Countries

Middle East Africa: Morocco, Turkey, United Arab Emirates

2
Countries

Americas: Brazil, United States

2
Countries

Asia Pacific: Australia, China, India, Singapore

4
Countries

Europe: France, Germany, Israel, Italy, Netherlands, Portugal, United Kingdom, Switzerland

8
Countries

In the Spotlight

The power and peril of first offers in negotiations: a conceptual, meta-analytic, and experimental synthesis

This meta-analysis examines if making first offers is advantageous in negotiations.

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On Whether to Meditate Before a Negotiation: Mindfulness Slightly Impairs Value Claiming in Negotiation

Investigating the effects of mindfulness meditation on negotiation performance.

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Making Sense of Negotiation and AI: The Blossoming of a New Collaboration

This article delves into the evolving interplay between negotiation and various AI technologies.

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Practice Briefing: A Comprehensive Negotiation Framework for Real Estate Professionals (Part II)

This briefing adopts a theoretical and practical approach, combining insights from negotiation theory with real-world applications in the real estate context.

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Practice Briefing: A Comprehensive Negotiation Framework for Real Estate Professionals (Part I)

This briefing highlights the critical importance of negotiation skills in the everyday lives of real estate professionals.

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Practice Briefing - Negotiation Strategies and Their Impact on Real Estate Investment Disposal Processes

The practice briefing aims to provide real estate professionals and negotiators with a superior understanding of negotiation process design to maximise real estate disposition outcomes.

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Negotiation Impasses: Types, Causes, and Resolutions

Although impasses are frequently experienced by negotiators, are featured in newspaper articles, and are reflected in online searches and can be costly, negotiation scholarship does not appear to consider them seriously as phenomena worth explaining.

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Hierarchical Team Structures Limit Joint Gain in Interteam Negotiations

Contributions to the literatures on team negotiations, interteam collaboration, and hierarchical differences within teams are discussed in this article.

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Setting the Stage for Negotiations

The presence of teams in negotiations can undermine trust, fuel competitive strategies and lower joint gain. This research examines when and how structured superordinate goal dialogues between teams prior to negotiation facilitate trust and joint gain.

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The Impact of Concession Patterns on Negotiations

This research proposes that making a series of decreasing concessions signals that negotiators are reaching their limit and that this results in a negotiation disadvantage for offer recipients.

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Pay Suppression in Social Impact Contexts

Past research suggests that when organizations communicate the benefits of their work for human welfare - that is, use a social impact framing for work - job candidates are willing to accept lower wages because they expect the work to be personally meaningful.

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The Secret to Cross-Cultural Negotiations (in Italian)

Harvard Business Review Italia: In a world where globalisation is redefined, negotiation becomes an essential skill.

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Should You Meditate Before a Negotiation?

Meditation could help or hurt your negotiation performance, depending on where you’re from.

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The Secret to Cross-Cultural Negotiations

In this HBR article, Horacio Falcão and Thomas Wiegelmann explore key strategies for succeeding in cross-cultural negotiations.

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Human hand and robotic hand holding together

The Power of AI to Shape Negotiations

How to harness the vast potential of AI to enhance negotiation outcomes – while navigating its challenges.

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Real Estate Negotiations: A Value Win-Win Approach

A comprehensive framework for achieving long-term success in the industry.

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The Negotiation Reality in Real Estate

How to move away from traditional adversarial negotiation tactics and embrace more ethical and collaborative approaches.

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Why People Really Quit Their Jobs—and How Employers Can Stop It

High employee turnover remains a key problem facing many organizations across a broad range of industries.

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Is There a Fault in Fault-Finding?

Constant focus on mistakes or flaws creates a hostile and stressful environment, which can be demotivating, affect personal well-being and stifle professional growth.

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Practice Briefing Negotiation Strategies and Their Impact on Real Estate Investment Disposal Processes

The article aims to provide real estate professionals and negotiators with a superior understanding of negotiation process design to maximise real estate disposition outcomes.

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Why Employees Accept Lower Pay at Mission-Oriented Companies

Job candidates should invest in building their negotiation skills so they are less thrown off when companies use social impact framing.

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Stop Labelling Negotiations as Win-Win or Win-Lose

Too many people have an either naïve or fatalist view of these terms, which have become so misunderstood that we should perhaps even discard them.

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Negotiating With a Team? Skip the Chit-Chat

Team negotiators may achieve higher joint gains when they first discuss superordinate goals that either team can’t achieve without the help of the other.

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Quick Links

Negotiation Course for the World

The "Negotiation Course for the World" project is the materialisation of decades of work to help develop a more collaborative and harmonious global future.

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Virtual Reality Immersive Learning

The Spiral Flow is a cutting-edge negotiation case using VR technology.

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Negotiation Dynamics

This is the longest-running and most esteemed negotiation programme of INSEAD. Running five times a year, the programme offers a dynamic 3-day, on-campus, face-to-face learning experience.

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Certificates in Negotiation

The INSEAD Certificates in Negotiation offer two transformative learning paths in negotiation. Choose from Online Certificate in Negotiation or Advanced Certificate in Negotiation (hybrid learning path - online and on-campus or live virtual).

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Negotiation Fundamentals

This is an introduction to the full negotiation learning path offered by INSEAD. It is a full on-demand programme.

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Strategic Negotiations

This programme introduces the INSEAD Value Negotiation system. It is suitable for past participants of the Negotiation Fundamentals on-demand online programme who wish to complete INSEAD Online Certificate in Negotiation.

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Advanced Negotiations

This is the concluding programme in INSEAD’s negotiation learning path, covering a range of topics – from gender and cross-cultural negotiations to negotiating power and power differences.

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Books

Practitioner Articles

Research Articles

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NCMC Trivia

The NCMC logo is a symbol of collaboration, value creation, sustainability, and knowledge sharing.

NCMC Name and Logo

Embodying the essence of collaboration and mutualism, our featured image beautifully portrays the synergy that arises when diverse entities work in harmony.

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Negotiation and Conflict Management Collaborative