Panelists will discuss the negotiation challenges presented by the banking crisis, GM’s restructuring, and the policy making process.

Moderator:
Robert Mnookin, Chair of the Program on Negotiation and Samuel Williston Professor of Law at Harvard Law School

Panelists:
Howell Jackson, Acting Dean and Professor, Harvard Law School
Robert Pozen, Chairman of MFS Investment Management and Senior Lecturer of Business Administration … Read More 

As negotiation experts, David Lax and Professor James Sebenius find that many negotiators focus on process and substance. Whether in person, over the phone, or through email, business outcomes seem determined by how well parties can establish trust, communicate, and put the best deal on the table. These are the first two and best known … Read More 

Under certain conditions, women may work harder than men when negotiating on behalf of others, suggests a study by Harvard professors Hannah Riley Bowles and Kathleen McGinn, and Carnegie Mellon University professor Linda Babcock. … Read More 

You may be negotiating for others, but that doesn’t mean they should be looking over your shoulder. Negotiators often have trouble bargaining effectively in the presence of onlookers, according to researchers Karen Jehn and Lindred Greer of Leiden University in the Netherlands. … Read More 

Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. Not only is the relationship in jeopardy, but your company’s reputation seems to be as well. What should you do?

Before you make a decision, let’s explore another realm … Read More 

Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker.

Such negotiation teams are likely to commit to working together as slowly as needed to resolve a standoff. This type of agreement can serve to head off sudden actions from team members. It … Read More 

Are you interested in gaining valuable work experience in the field of negotiation and dispute resolution? Come to the PON Internship Fair to meet representatives of organizations that are recruiting interns and research assistants.

Recruiters will briefly introduce their organizations and the available internships at 5:30 P.M. sharp. Students will then be able to circulate among … Read More 

A discussion with:

Ambassador Nicholas Burns: Professor in the Practice of Diplomacy and International Politics at Harvard’s John F. Kennedy School of Government. He served in the United States Foreign Service for twenty seven years until his retirement in April 2008. He was Under Secretary of State for Political Affairs from 2005-2008, the nation’s highest ranking … Read More 

Upset by a delay in the delivery of one of your products, a longtime buyer threatens to turn to the media unless you meet his extreme demands. Not only is the relationship in jeopardy, but your company’s reputation seems to be as well. What should you do?

Let’s explore another relm of negotiation advice for an … Read More 

The Clearinghouse at PON offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. Win as Much as You Can is a four-person, simplified, iterated prisoner’s dilemma exercise.

SCENARIO: This exercise is analytically similar to both the Oil Pricing and Pepulator Pricing exercises. Participants’ sole objective is to maximize their … Read More 

On the heels of an intricate negotiation, conditions change for the worse. Crops fail, the price of oil skyrockets, one side issues an earnings restatement, or the market as a whole is a lot less promising than it was when you negotiated the initial terms. Suddenly your agreement has lost its luster. How should you … Read More 

Imagine that at the beginning of class, a professor produces a jar full of coins and announces that he is auctioning it off. Students can write down a bid, he explains, and the highest bidder wins the contents of the jar in exchange for his or her bid. … Read More