Monthly Archives:: October 2011

The Gilad Shalit-Palestinian prisoners exchange: the process, deal and implications

Posted by & filed under Events, International Negotiation, Middle East Negotiation Initiative.

The Middle East Negotiation Initiative at PON invites you to a panel discussion on
The Gilad Shalit-Palestinian prisoners exchange: the process, deal and implications
November 7, 2011 • 12:15 – 2 p.m.
Pound 100 • Harvard Law School
Please bring your lunch. Drinks and cookies will be served.
PANELISTS
Robert H. Mnookin is the Samuel Williston Professor of Law at Harvard

Professor Shapiro in the Harvard Gazette

Posted by & filed under Negotiation Skills.

Daniel L. Shapiro, an assistant professor of psychology, invited a special guest lecturer, actor Richard Olivier (Sir Laurence Olivier’s son), to give a talk to his Harvard negotiation and conflict management class about William Shakespeare’s play, “Henry V.” Olivier and Shapiro showed how the play offers powerful examples on why being an inspired leader helps

Dealing with emotions during tough economic times

Posted by & filed under Negotiation Skills.

A major measure of the economy is the prevailing mood. A bleak job market and less-than-rosy economic outlook influence how we feel in an organization. Tighter budgets and increased layoffs are causes for concern, and many of us respond with “fight or flight” behavior.  We defend our turf or avoid tense conversations in the hopes

Hardball tactics from a major leaguer

Posted by & filed under Business Negotiations.

Adapted from “Becoming a Team Player: Lessons from Professional Athletics,” first published in the Negotiation newsletter, October 2009.

In Major League Baseball (MLB), one particular player’s agent is widely blamed for the contentious nature of contract negotiations: Scott Boras. Boras has negotiated unprecedented contracts for many of the most highly paid players, including Manny Ramirez, Johnny

How much authority do they have?

Posted by & filed under Business Negotiations.

Adapted from “Contracts 101: What Every Negotiator Should Know about Contract and Agency Law” by Guhan Subramanian (professor, Harvard Business School and Harvard Law School), first published in the Negotiation newsletter, February 2006.

While hammering out an agreement, a mid-level manager offered a customer a significant price discount. When the discount failed to materialize, the customer

Negotiating conflicts of interest

Posted by & filed under Business Negotiations.

Adapted from “Fair Enough? An Ethical Fitness Quiz for Negotiators,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter, March 2004.

Imagine that you’ve been negotiating the sale of a property that is owned by your company. The buyer has made an attractive offer that you’ve tentatively accepted. Your boss is pleased

Squeeze that orange

Posted by & filed under Business Negotiations, Daily.

Many of us operate under the assumption that any given pie is fixed. More for me means less for you, right? Not necessarily. While you still want to claim your fair share, in many negotiation situations, there exist value-creating opportunities that can be exploited to provide “more pie” to both parties.

This counterintuitive approach is just

Professor Mnookin’s Op-Ed in The Wall Street Journal

Posted by & filed under Daily, International Negotiation, Middle East Negotiation Initiative, News.

In an op-ed in The Wall Street Journal, Robert H. Mnookin, Professor at Harvard Law School and Chair of the Program on Negotiation, reflects on Israel’s recent decision to release 1,000 Palestinian prisoners in exchange for the safe return of Gilad Shalit, an Israeli soldier captured by Hamas.  From a negotiating standpoint, according to Mnookin,

When women negotiators thrive

Posted by & filed under Women and Negotiation.

Adapted from “What Happens When Women Don’t Ask,” first published in the Negotiation newsletter, June 2008.

Some negotiation research has found that men generally initiate negotiations to advance their own interests much more often than women do. Yet researchers also have identified certain contexts in which women routinely negotiate and achieve outcomes that match or exceed

Negotiating the Distance Between You

Posted by & filed under Daily, Meeting Facilitation.

Adapted from “How to Negotiate When You’re (Literally) Far Apart,” by Roderick I. Swaab (professor, INSEAD) and Adam D. Galinsky (professor, Northwestern University), first published in the Negotiation newsletter, February 2007.

Growing economic globalization offers a multitude of new opportunities yet often necessitates alternatives to face-to-face meetings, such as phone calls, e-mails, videoconferences, or instant messages.