Negotiating Strategies

A “bare-bones” description of the five essential cooperative negotiating strategies and tips on when, where and why to use each



Leaders in Negotiation, Dispute Resolution, and Conflict Management

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Information for All Levels of Negotiation
Dispute Resolution Information Dispute Resolution Information

Dispute Resolution

Improve Your Problem-Solving Skills
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Conflict Management

How to Manage Everyday Conflict Situations
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OUR MISSION:  Develop Total Force Airmen with adaptive conflict transformation, negotiation, and mediation skills to succeed in a dynamic, global Air Force.

  Develop Negotiation Capabilities as a Critical Engaged-Leadership Competency across the Department of Defense.

Meet Our Director!

Thomas Matyók, Ph.D. is Director of the United States Air Force Negotiation Center and Associate Professor of Conflict Analysis and Resolution at Air War College.  Research interests include military education and training in conflict analysis and transformation, negotiating with religious actors in conflict prevention and post-conflict reconciliation, and Joint Civil-Military Interaction.  

AFNC Headlines

U.S. Air Force Staff Sgt. Lewis Hampton and Nichalos Apsens, 18th Contracting Squadron contracting officers, portray the roles of a contracting officer and a vendor during an operational contracting support joint exercise Jan. 24, 2017, at Camp Foster, Japan. In this scenario, contractors met with vendors, figured out how to communicate in Japanese without translators and negotiated contracts within 24-hours. (U.S. Air Force photo by Senior Airman Omari Bernard)
Negotiation a core capability for all Airmen The SecAF announced a commitment to formally solidify the Air Force Negotiation Center as the focal point for negotiation research, teaching and outreach efforts while speaking at the Women in Negotiation Summit in New York City Oct. 1.“Building negotiating skills into leadership training throughout  Read More 

Lt. Col. Martin Tesli, 62nd Fighter Squadron, F-35 instructor pilot, shakes hands with Maj. Brian Bann, Defense Contract Management Agency F-35 pilot, upon arriving June 29, 2017, at Luke Air Force Base, Ariz. Receiving its 57th F-35, Luke continues to build the future of airpower.
Military Assistance in Support of Negotiations This article presents potential Military Assistance (MA) concepts of operations in support of specific security policy objectives, and it proposes feasible new concepts in MA operations for future NATO Special Operations Forces (SOF). Several of these ideas are explored, mainly through the lens of  Read More 

pulling with might
Take it or leave it: How to control a negotiation like a game theorist If you want to be an expert negotiator — or even a savvy game theorist — you must master one thing. Patience. Kevin Zollman, a professor at Carnegie Mellon and one of the leading game theorists in America today, offers us some insight into how to gain the upper hand when it comes to negotiating.  Read More 

Lt. Col. Jared Paine, 9ARS, operations officer (left), and Lt. Col. Thad Middleton, 9 Air Refueling Squadron, commander (right), emerge from a KC-10 Extender after their final fight mission at Travis Air Force Base, Calif.
10 Tips to Ensure Win-Win Outcomes To some people, the word negotiation has a negative connotation. Typically, these people feel that negotiation is what a salesperson does to get them to buy his products and services. But negotiation is not a negative thing. In fact, every one of us negotiates almost every waking hour of every  Read More