Harvard University is closed due to an ongoing public safety situation in the area. This afternoon’s first session of the “Confronting Evil” conference is postponed until tomorrow morning, starting at 9:00. Please check here for further updates. … Read More 

The Program on Negotiation has identified three basic sets of circumstances in which you’ll be better off tapping an agent to take your place at the bargaining table (at least for part of the negotiating process). … Read More 

In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition.

Of course, negotiators are not always affected by bias; we often think systematically and clearly at the bargaining table. … Read More 

With thorough preparation, the help of a trained mediator, and useful reports from subgroups, participants in a multiparty negotiation should be able to find their way to the trading zone. Once they’ve arrived, the next step is to work together to ensure that everyone’s interests are met. … Read More 

When multiple parties gather to discuss issues, someone has to oversee the group’s efforts, or the process will descend into chaos or stalemate.

A negotiation manager should prepare the group’s agenda, establish ground rules, assign research tasks, summarize conclusions, and represent the process to the outside world. … Read More 

When preparing to negotiate, always take time to consider these important questions:

What’s my BATNA – my walkaway option if the deal fails?

What are my most important interests, in ranked order?

What is the other side’s BATNA, and what are his interests? … Read More 

Francesca Gino’s newest book, Sidetracked: Why Our Decisions Get Derailed and How We Can Stick to the Plan discusses a common shortcoming that we have all faced at some point in our lives – the inability to set a goal and stick to it.

Often when we set goals for ourselves we seek to rectify some … Read More 

A draft agreement may allow you to control the early stages of talks, but be aware that it also can obstruct agreement in the long run.

Putting a draft on the table may lock parties into bargaining positions prematurely, interfering with a search for common interests and creative options. … Read More 

Suppose you want to hire a mediator to help you resolve a conflict that you’re having with an individual or a company, but for various reasons, meeting face-to-face would be difficult.

Perhaps you and the other party are located in different geographic areas. Maybe your dispute originated in an online transaction, and you’ve never even met. … Read More 

On February 1, the Obama administration proposed a compromise to a federal policy requiring health insurance plans to provide free contraceptives to women.

The proposal would expand the number of groups that need not pay directly for birth control coverage, the New York Times reports. Some religiously affiliated hospitals, universities, and social service agencies would join … Read More 

When you’re thinking about resolving a dispute in court, it’s crucial to remember that the decision that will be imposed on you is binding.

If blinders lead a judge to grant a motion that should be denied, deny a motion that should be granted, assign responsibility to the wrong party, or award too much or … Read More 

More broadly, how does the desire to negotiate stack up against other workplace decision-making procedures?

Negotiation seems to be the preferred decision-making mechanism when employees are seeking individually tailored solutions, such as adjustments to travel and work schedules.

On the other hand, they prefer their compensation to be based on performance criteria and want companywide … Read More