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Deal Making: When You Hold All the Cards

By on / Dealmaking

Consider the following hypothetical negotiation scenarios, in which you seem to hold all the cards:

- One of your customers has just landed a lucrative new contract, and you’re the only supplier who can add a critical component to that customer’s production process.

- You own a controlling interest in a publicly traded company and are seeking … Read More 

In College Athletics, Dealmaking Could Be a Win-Win

By on / Dealmaking

A recent ruling by a regional branch of the National Labor Relations Board (NLRB) raises the question of whether college football and basketball players will engage in the kind of collective dealmaking with university administrations that is found in business and government.

In March, the NLRB in Chicago sided in favor of a group called the … Read More 

Program on Negotiation to honor Ambassador Tommy Koh as 2014 Great Negotiator

By on / International Negotiation

Join us for a conversation with Ambassador Tommy Koh of Singapore, the recipient of the 2014 Great Negotiator Award. This public program will feature panel discussions with Ambassador Koh and faculty from the Program on Negotiation and the Future of Diplomacy Project. The award recognizes Ambassador Koh for his work as chief negotiator for the … Read More 

Deal Making: Second-Guessing the Terms of the Deal

By on / Dealmaking

When most of us think about preparing for a negotiation, we consider the substance of the issues under discussion.

Depending on your industry, such issues might include price terms, warranties, liquidated damages clauses, benefits, or wage increases.

By contrast, the negotiation-process issues concern how parties go about resolving the various points that have brought them together in … Read More 

In Business Negotiations, First, Build Rapport

By on / Business Negotiations

In February, the news that Facebook would pay an astounding $19 billion to acquire text-messaging start-up WhatsApp caused jaws to drop across the tech world and beyond.

Jan Koum, a Ukrainian immigrant, and his friend Brian Acton launched WhatsApp in 2009 with the goal of creating a text-messaging application that would connect users with family and … Read More 

Maintaining Your Power

By on / Conflict Resolution

Adapted from “You Are Too Powerful for Your Own Good?” by Ann E. Tenbrunsel for the September 2005 issue of Negotiation.

Given the pitfalls of having a position of relative power [LINK], what is a powerful negotiator to do?

By following these steps, you can keep your edge while encouraging cooperative, rather than competitive, behavior. … Read More 

Others May Be More Powerful Than You Think They Are

By on / Dispute Resolution

Imagine that you’re a national account sales manager and are preparing to negotiate your annual raise.

You have met all your sales objectives and feel that you are not only a valuable employee but also the top producer in the department.

You feel quite confident that you will receive the highest possible salary increase. But during an … Read More 

Conflict Management: Anger – The Good and the Bad

By on / Conflict Management

Most negotiations are “mixed motive” in structure, requiring us both to compete to claim value and to cooperate to create value.

The ability to move back and forth between these two goals is a critical – and difficult – skill to master.

How do emotions affect value creation and claiming?

Researchers Alice Isen and Peter Carnevale found that … Read More 

Meeting Negotiation Challenges in the Repatriation of Native American Museum Collections

By on / Daily, Events

Tlingit Indians line up beside an authentic totem pole in Alaska in 1969.

The passage of the 1990 Native American Graves Protection and Repatriation Act (NAGPRA) fundamentally shifted relationships between museums and Native American tribes. Because it is federal legislation, NAGPRA defines the circumstances, and structure of the negotiation process in the repatriation of sacred objects and other cultural patrimony. Case studies will reveal how outcomes framed within, … Read More