Adapted from “The Mediator as Team Adviser,” by Stephen B. Goldberg (professor, Northwestern University), first published in the Negotiation newsletter, May 2006.

When faced with a trial, a corporation sometimes engages one law firm to represent it in court and a second law firm to explore settlement possibilities. According to conventional wisdom, the second law firm … Read More 

Tufts Magazine: Negotiating Life

By Jeswald Salacuse (Henry J. Braker Professor of Law, Fletcher School of Law and Diplomacy, Tufts University)

When involved in conflict, it is often difficult to decide whether or not to negotiate with an adversary. In this article, Professor Salacuse discusses five questions that can help you decide when negotiating is in … Read More 

Adapted from “Break Down ‘Sacred’ Barriers to Agreement,” first published in the Negotiation newsletter, April 2009.

As negotiators, we’re trained to believe that almost every issue is ripe for tradeoffs and concessions. At the same time, most of us hold core values that we believe to be non-negotiable. Your family’s welfare, your personal code of ethics, … Read More 

Adapted from “Mediation in Transactional Negotiation,” first published in the Negotiation newsletter, July 2004.

We generally think of mediation as a dispute-resolution device. Federal mediators intervene when collective bargaining bogs down. Diplomats are sometimes called in to mediate conflicts between nations. So-called multidoor courthouses encourage litigants to mediate before incurring the costs—and risks—of going to trial.

Scott … Read More 

Max H. Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School) and Dolly Chugh (Assistant Professor, Department of Management and Organizations, New York University Stern School of Business )

What causes even highly intelligent, focused professionals to miss glaring warning signs and render bad, risky or unethical decisions? In this article, the authors discuss … Read More 

Adapted from “How Mood Affects Negotiator Trust,” first published in the Negotiation newsletter, September 2006.

In recent years, social psychologists have begun to explore connections among emotions, negotiation, and decision making. Negotiation contributor Jennifer S. Lerner of Carnegie Mellon University and her colleagues have identified two critical themes. First, they have studied the carryover of emotion … Read More 

Adapted from “How the Writers Got Back to Work,” first published in the Negotiation newsletter, May 2008.

When labor talks reach a stalemate, negotiators may be able to get back on track by avoiding extreme demands, thinking carefully about the other side’s point of view, negotiating in smaller groups, and enlisting the help of a neutral … Read More 

Adapted from “Hidden Roadblocks in Cross-border Talks,” by James K. Sebenius (professor, Harvard Business School), first published in the Negotiation newsletter, September 2009.

Imagine you are leading a team that will soon be negotiating for the first time in several foreign countries. You’ve researched likely cultural factors, such as differences in etiquette or risk taking, while … Read More 

Professor Daniel Shapiro, Associate Director of the Harvard Mediation Project, has been selected as one of four 2011 Burke Global Health Fellows by the Harvard Global Health Institute. During his fellowship, Professor Shapiro will develop materials for a new Harvard course designed to train leaders on how to mediate conflicts with a strong emotional or … Read More 

Adapted from “The Downside of Anger,” first published in the Negotiation newsletter.

According to conventional wisdom, responding angrily to another negotiator’s offer sometimes helps you get more of what you want.

This notion is confirmed by some recent studies. In 2004, for example, professor Gerben A. van Kleef of the University of Amsterdam and his colleagues … Read More