Taylor Swift’s leadership skills take a bite out of Apple in a showdown over the company’s new music-streaming service, Apple Music. … Read More
Japanese Prime Minister Shinzo Abe intervenes in labor and wage negotiations to bring both parties together to create value and resolve disputes concerning proper salaries and employee rights to bargain. … Read More
How to prepare for the best and worst outcomes in business negotiations is one of the most popular negotiation topics in business and a major focus of negotiation research. In this article, the collective bargaining agreement between the NHL players and team owners is examined. … Read More
Renegotiations generally are triggered for one of two reasons: an imperfect contract or changed circumstances.
The goal of any written contract is to express the parties’ full understanding of their deal.
Despite lawyers’ belief in their abilities to capture that agreement in writing, in practice they can only achieve that goal imperfectly, for three reasons. … Read More
Andrew Cuomo’s fusion of multiple marriage rights’ advocacy groups in New York’s fight for marriage equality is one of the best win-win negotiation examples about forming coalitions at the bargaining table … Read More
When countries face contending water claims, one of the biggest obstacles to reaching an agreement is uncertainty. Specifically, there are three types of uncertainty: uncertainty of information, uncertainty of action, and uncertainty of perception. In part 2 of this 5 part series, Program on Negotiation faculty member Lawrence Susskind explains the uncertainties facing negotiators trying … Read More
What negotiation strategies should employers use when dealing with difficult employees? Conflict management strategies and negotiation skills go hand in hand as this negotiation example about New York Yankees’ star baseball player Alex Rodriguez demonstrates. … Read More
Program on Negotiation associate and researcher Paola Cecchi Dimeglio, a postdoctoral research fellow at the Harvard Negotiation Research Project, was the editor for a comprehensive, interdisciplinary guide to dispute resolution that combines negotiation research written in both French and English.
Cecchi Dimeglio’s “Interdisciplinary Handbook of Dispute Resolution,” published by Larcier, is currently available in the Program … Read More
Negotiation Games: Teaching Tools for Resolving Commercial Disputes and Developing Your Negotiating Skills and Negotiation Tactics
Private sector or commercial negotiations can range from relatively straightforward, high-stakes contract negotiations between suppliers and distributors to complex, multiparty negotiations between government, industry, and other interest groups. By honing their skills and more effectively engaging in negotiations, firms can … Read More
A negotiator’s BATNA, negotiating with the knowledge of her best away-from-the-negotiation-table options, is essential information that every effective bargainer seeks to learn about herself, and her counterpart, prior to engaging in negotiations. … Read More
A relationship is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership depends on it.
Positive relationships are important not because they engender warm, fuzzy feelings, but because they engender trust – a vital means of securing … Read More
In three experiments, Roman Trötschel and colleagues found that perspective taking helped self-interested negotiators discover opportunities to logroll and great mutual gains that reduced partial impasse.
Interestingly, the study participants used perspective taking to reduce partial impasse through logrolling despite remaining self-interested.
By contrast, participants who were encouraged to care about the other party’s outcomes made less-efficient … Read More