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Issues of Gender in Salary Negotiations: The Negotiation Skills Women Need to Succeed at the Bargaining Table and Beyond

By on / Women and Negotiation

Most negotiators will never engage in the kinds of high-stakes bargaining we read about in publications such as The Wall Street Journal and The Financial Times, but almost every negotiator will encounter the dreaded salary negotiation during the course of her career, a scenario that is, in many ways, the definition of a “difficult conversation.”

We … Read More 

Business Negotiations: Why Does Process Matter?

By on / Business Negotiations

Negotiating the right process for your negotiation is well worth the time and effort, for two important reasons.

First, process drives substance.

Imagine what might have happened if the pharmaceutical company and the biotech firm had agreed up front to resolve the royalty issue rather than simply exchanging their best arguments before splitting the difference. … Read More 

Have You Negotiated How You’ll Negotiate?

By on / Negotiation Skills

A large pharmaceutical company was engaged in licensing negotiation with a small biotech firm over the terms of a technology transfer.

When the talks reached a standstill over royalty rates, the two sides began an all-weekend marathon session.

Each side came armed with supporting arguments and data, but, by Sunday afternoon, they had failed to converge toward … Read More 

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