Adapted from “Negotiating Under the Influence,” by Jennifer S. Lerner, Professor, Harvard Kennedy School of Government, first published in the Negotiation newsletter.

Imagine you’re about to negotiate with a competing firm about a possible merger. You enter the conference room and find a reasonable and fair representative from the other company, someone you’ve reached mutually … Read More 

The PON Film Series has shown nearly 50 films over the past several years at events that are open to students and the public. On December 8, the PON Film Series had a “world premiere” of several short films about the Abraham Path Initiative, a hiking trail being developed in the Middle … Read More 

Adapted from “Smart Alternatives to Lying in Negotiation,” by Deepak Malhotra (associate professor, Harvard Business School), first published in the Negotiation newsletter.

Daniel, a senior manager at a large consumer products firm, has been asked by a company vice president to submit a detailed budget request for his department. Daniel has an incentive to overstate anticipated … Read More 

Adapted from “Should You Make the First Offer?” by Adam D. Galinsky (Professor, Northwestern University). First published in Negotiation Newsletter.
Whether negotiators are bidding on a firm, seeking agreement on a compensation package, or bargaining over a used car, someone has to make the first offer. Should it be you, or should you wait to … Read More 

“The Program on Negotiation is deeply saddened to learn of the death of Jeanne-Claude, half of the dynamic and brilliant artistic partnership of Christo and Jeanne-Claude,” commented Robert H. Mnookin, Chair of the Program on Negotiation at Harvard Law School. “In September 2008, we honored Christo and Jeanne-Claude as the Program on Negotiation’s “Great Negotiators”. … Read More 

In the business world, why is competition so often the norm, while cooperation seems like an impossible goal? One of the most destructive assumptions we bring to negotiations is the assumption that the pie of resources is fixed. The mythical-fixed-pie mindset leads us to interpret most competitive situations as purely win-lose.

For those who recognize opportunities … Read More 

Adapted from “Have You Negotiated How You’ll Negotiate?” by Robert C. Bordone, Professor, and Gillien S. Todd, Lecturer, Harvard Law School.

Breakdowns in negotiation are common. In the face of impasse at the bargaining table, managers are quick to blame either the challenges of the issues being negotiated or the hard-line tactics of the opposing parties. … Read More 

Adapted from “Build Rapport—and a Better Deal,” by Janice Nadler, professor, School of Law, Northwestern University.

In negotiation, rapport is a powerful force that can promote mutually beneficial agreements. Negotiators who already have a good working relationship are fortunate to have rapport built into their interactions. Strangers, however—especially those whose communications are limited to telephone or … Read More 

Adapted from “Can You Break the Cycle of Bad Communication?” by Susan Hackley, Managing Director, the Program on Negotiation at Harvard Law School.

“What happened?”
“How did a pleasant discussion turn sour?”
“Why did the deal unravel at the last minute?”

If you’ve ever come away from a negotiation asking questions like this, poor communication may be to blame, … Read More 

Adapted from “Don’t Like Surprises? Hedge Your Bets with Contingent Agreements,” by Lawrence Susskind, Professor, Massachusetts Institute of Technology.

A town government and a private fuel-oil company have a standing contract that they have renewed for several years in a row. The contract is again up for renewal, and the town manager is under pressure from … Read More