ZOPA Negotiation: Bargaining Between Friends

By on / Negotiation Skills

ZOPA Negotiation: How to Find Points of Agreement While Bargaining
Finding the zone of possible agreement in negotiations can be difficult, especially when dealing with friends and family. We all know people who have “alligator arms.” When the restaurant check comes, they can’t manage to reach their wallets, or they quibble that they had the small … Read More 

“Negotiating at Work: Turn Small Wins into Big Gains”: A Book Talk with Deborah Kolb

By on / Daily, Events

neg at work

The Program on Negotiation at Harvard Law School is pleased to present:

Negotiating at Work: Turn Small Wins into Big Gains

Deborah Kolb
Professor Emerita, Simmons College School of Management
Tuesday, November 17
4:00-5:15 PM
Pound Hall 102
Harvard Law School Campus
Free and open to the public; refreshments will be served.

About the book:

Negotiation is undoubtedly essential to navigating the working world. Dr. … Read More 

Negotiation Training: Turning the Lows of Colorado’s Marijuana Laws into Highs

By on / Negotiation Training

In negotiation courses, trainees learn effective management strategies for their negotiations and how to find new negotiation opportunities at the bargaining table. Using an example from the city of Denver, Ben Markus reports for NPR’s Weekend Edition that Colorado’s recent legalization of marijuana has posed challenges to local jurisdictions in enforcing current federal law which … Read More 

BATNA Negotiation and Integrative Negotiation Strategies Helped the European Union Manage a Difficult Negotiator Like Putin

By on / BATNA

In negotiation, we are often confronted with the task of dealing with difficult people—those who seem to prefer to set up roadblocks rather than break down walls, or who choose to take hardline stances rather than seeking common ground.

How can you deal with such difficult people?

One tactic you might consider is avoiding the conversation altogether … Read More