- Breaking the Negotiation ‘rules.’
- Are You Ready for the Hardest Question?
November 2012
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October 2012
- Acting Up: Improve your improv performance.
- Why your presence isn’t enough.
September 2012
- Deal with deceptive consumers.
- Avoid the winner’s curse.
August 2012
- Rethink your goals.
- Rule out stonewalling.
July 2012
- Encourage information sharing.
- Avoid a gender backlash effect.
- “Lessons in Diplomacy: Building a Successful Negotiating Career,” our cover story, presents lessons that Secretary of State James A. Baker, III, recipient of the Great Negotiator Award 2012 from the Program on Negotiation at Harvard Law School and the Future of Diplomacy Project at Harvard Kennedy School, shared from over the course of his long, successful career as a lawyer, campaign manager, and diplomat.
June 2012
- Know when to “kick the can down the road”
- Before apologizing, consider the culture
- Dealing with untrustworthy partners
- Gain an edge when bidding for your next home
May 2012
- For better negotiation results, build rapport
- Defend yourself against influence strategies
- When goals get lost in the process: The mortgage foreclosure settlement
- Negotiation Coach: The Hidden Hazards of BATNA development
April 2012
- Learn the difference between a “sale” and “selling-out.” How to reconcile your values and convictions with your negotiation objectives and how assumptions and inferences factor into your negotiating style and your counterpart’s response.
- Gain an edge through new research. Learn how to be a better “mind reader” and how anticipating your counterpart’s needs facilitates productive negotiations, promotes effective decision making, and prevents miscommunication.
- Learn from difficult situations. How do you decrease costs while simultaneously acting in a responsible manner towards your employees? Our “Negotiation Coach” for April, Alain Lempereur, Alan B. Slifka Professor at Brandeis University and the director of the Masters’ Programs in Coexistence and Conflict at the Heller School for Social Policy and Management, offers advice on how to balance the needs of an organization with the need to act responsibly towards its constituents.
March 2012
- Reach a more creative agreement. You’ve heard it many times: to get the most out of an agreement and a new business relationship, you have to collaborate to find new sources of value in addition to claiming value for yourself. Yet coming up with original, value-creating ideas can be easier said than done. We present three basic techniques that can help get your creative juices flowing the next time you want to squeeze more value out of a negotiation.
- Be the first to benefit from new research. We present cutting-edge findings on the pressing topics of communicating better across cultures, weighing the value of effort into your deals, and assessing the pros and cons of deadlines in complex negotiations
- Learn from disappointing results. What’s the right way to do a post-mortem on a deal that fell through? Our “Negotiation Coach” for March, Harvard Business School professor Michael Wheeler, offers advice on how to apply lessons from a failed negotiation to future opportunities.
February 2012
- When talks go down to the buzzer
- Weigh the pros and cons of impulse
- Learn bargaining lessons from the bazaar
- Negotiate effectively in the art world
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Articles & Insights
BATNA
- Business Negotiations
- Conflict Management
- Conflict Resolution
- Conflict Resolution and Negotiation Across Cultures
- “Confronting Evil” Panel Videos Now Available Online
- Conflict Resolution Lessons from the Home: How Conflict Management Skills Transform Discord Into Harmony
- Working with Your Agent – and Someone Else’s – In Negotiation
- Confronting Evil: Interdisciplinary Perspectives Conference underway
- Crisis Negotiations
- PON co-sponsored conference addresses the challenges of “Confronting Evil”
- Finding the Right Process in India
- The Fiscal Cliff and the Debt Ceiling: Program on Negotiation Chair Robert Mnookin Discusses Recent and Future Negotiations Between Congressional Republicans and the White House
- Robert Mnookin Joins Panel to Discuss the Fiscal Cliff Negotiations on NPR’s Forum
- BATNA for the Holidays? Program on Negotiation Co-Founders Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’ with NPR
- Dealmaking
- Dispute Resolution
- International Negotiation
- Tips for Navigating Negotiations in China
- Negotiating in China: The Gold Rush Mentality
- PON panel discusses Track II Negotiations, Islands of Coordination and Unilateral Moves in the New Middle East
- Complexity Personified: International Standards Negotiations from a Microsoft Manager’s Perspective
- An International Negotiation for an All-American Brand
- Mediation
- Mediating Tragedy: Managing the Boston Victim’s Compensation Fund
- What’s Wrong with Traditional Arbitration?
- Hiring a Mediator: A Checklist
- Social Perceptions at the Crossroads: Why Sex (Still) Impacts the Perception and Evaluation of Other Status-Linked Identities
- Dispute Resolution Using Online Mediation
- Meeting Facilitation
- Negotiation Skills
- Negotiation Training
- Register Now for the Program on Negotiation’s Negotiation and Dispute Resolution Seminar!
- Negotiate Relationships
- Negotiation Training: What’s Special About Technology Negotiations?
- For Better Negotiation Training, Study the U.S. Government’s Mistakes
- Negotiating for Continuous Improvement: Use a Negotiation Preparation Worksheet
- Pedagogy
- Sales Negotiations
- Win Win
- Women and Negotiation