Many parents who can execute high-stakes deals, who can persuade their colleagues to take new points of view, and who can handle conversations about raises and promotions with ease struggle when negotiating with their own kids. In their research, the authors have identified three factors that derail negotiations at home: the emotions that parents and our children bring to the conversation, the repetitive and ongoing character of many family negotiations, and lack of careful preparation by of parents. When parents bring their business negotiation skills home — prioritizing their goals, asking good questions, putting offers on the table in ways that inspire creativity and generate possibilities — they’ll reach better outcomes and model effective problem-solving skills.

Adapted from Negotiating at Home: Essential Steps for Reaching Agreement with your Kids by Terri R. Kurtzberg and Mary C. Kern, forthcoming in early 2020.

People act more unethically when facing a possible loss than the opportunity of a gain.

Teams whose members come from different nations and backgrounds place special demands on managers—especially when a feuding team looks to the boss for help with a conflict.