A recent Harvard Business School Working Paper, co-authored by Harvard Negotiation Program Chair James Sebenius, Abraham’s Path Initiative Managing Director Joshua Weiss, and Harvard Medical School Associate Professor Kimberlyn Leary, analyzes the Abraham Path Initiative from its intellectual conception in 2004 through its implementation and provides useful commentary on the initiative’s broader effects on … Read More 
Why “thinking” trumps “blinking”
Adapted from “In Negotiation, Think Before You ‘Blink’,” by Max H. Bazerman (professor, Harvard Business School), first published in the Negotiation newsletter, October 2006.
Most experienced negotiators trust their instincts. They believe they can identify a good business opportunity within five minutes. They think they can quickly assess whether a salesperson is honest. And if … Read More
Tempering Your Temper
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
How Should You Decide?
Adapted from “Three Keys to Navigating Multiparty Negotiation,” by Elizabeth A. Mannix (professor, Cornell University), first published in the Negotiation newsletter.
Multiparty negotiations—in which more than two people are bargaining on behalf of themselves or others—create many opportunities to generate value. As the number of people at the table increases, so does the potential to make … Read More
August 2009
June 2009
January 2009
Negotiation Pedagogy Annotated Bibliography
The Negotiation Pedagogy Annotated Bibliography is a comprehensive collection of references to published books, articles, and chapters directly related to the teaching of negotiation, mediation, and related subjects. Created in the RefWorks® database, the bibliography includes more than 200 references and is searchable by author, descriptor, or periodical title (see the drop-down list under “Search” … Read More
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