Negotiation Research You Can Use: When “Honor Talk” Pays in Negotiation

When “honor talk” pays in negotiation

By PON Staff on July 6th, 2015

Article Excerpt

You likely have noticed that this newsletter and other negotiation advice from the Western world tends to promote rationality, logic, and fact finding over emotional reactions or a focus on abstract concepts such as honor. This rational approach dovetails well with the values and assumptions of American and other Western cultures. But how well does

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

IN THIS ISSUE

First, Put Yourself In Their Shoes
To resolve deep-seated conflicts and reach agreement with adversaries, former U.S. Secretary of State Madeleine Albright.
Bargaining in Bad Faith: Dealing with "False Negotiators"
We tend to forget - at our peril - that not everyone at the bargaining table wants to close a deal.
In DuPont's Proxy Battle, An Expensive Power Struggle
A risky decision to fend off a corporate raider pays off in the end.
When "Honor Talk" Pays in Negotiation
How honor and culture impact negotiations.
Dear Negotiation Coach: Expertise Can Blind Us
Negotiating the sale of a piece of land and expertise at the bargaining table.

IN FUTURE ISSUES

Set up your team for better deals
Negotiating at a distance

WHAT’S NEW

Learn how to deal with difficult people and problems in our three-day Negotiation and Leadership course, held September 15–17 in Cambridge, Massachusetts. Visit www.executive.pon.harvard.edu to find out more.

Download the NEW Negotiation Briefings Special Report, “Real Leaders Negotiate: Understanding the Difference Between Leadership and Management,” by visiting www.pon.harvard.edu/free-reports

IN THIS ISSUE

IN FUTURE ISSUES

WHAT’S NEW

Login