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Program on Negotiation at Harvard Law School;
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December 2009

December 2009

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November 2009

November 2009

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October 2009

October 2009

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September 2009

September 2009

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  • Start your talks off on the right foot: before getting down to business, dicuss the negotiation process together
  • A little small talk goes a long way
  • A film project strikes out: the cancellation of Moneyball, the movie
  • Don’t get stuck in the status trap: when we strive for what others have, we can overlook what would make us truly happy
  • Find out what they value by making multiple equivalent simultaneous offers
  • Dear Negotiation Coach:  hidden roadblocks in cross-boarder talks
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August 2009

August 2009

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  • Master the art and science of haggling: in our current marketplace, opportunities to negotiate are cropping up in new places
  • Sellers: negotiate more, worry less
  • Trying to resolve a dispute?  Choose the right process: when you’re stuck in a conflict, three basic questions can clarify which path to follow
  • Threatened with extinction: A negotiation saga unfolds at the Boston Globe
  • Dear Negotiation Coach: managing the millennial generation
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July 2009

July 2009

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  • Coping with culture at the bargaining table: intercultural negotiations are common these days - and so are culture clashes.  Here’s how to handle the added complexity such talks can bring
  • Don’t get lost in translation
  • When two cultures are better than one
  • Make the most of e-mail negotiations: when you have to negotiate via e-mail, you need to learn how to cope with its pitfalls
  • Driving Chrysler into bankruptcy
  • Dear Negotiation Coach:  weighing a new way to pay
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June 2009

June 2009

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  • When your organization is the obstacle: Overcome barriers for better results: Internal practices often keep negotiators from getting excellent deals.  By championing change, you can improve your organization’s overall health
  • A negotiation champion in action
  • Traveling with the “enemy”
  • “Could I really make a difference?”
  • Negotiators: Guard against ethical lapses: Despite your best intentions, you could behave dishonestly at the bargaining table
  • Negotiating a perfect union
  • Dear Negotiation Coach:  Negotiating under a blue moon
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May 2009

May 2009

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  • Before you sign on the dotted line…: Too many deals and relationships deteriorate due to poorly negotiated contracts.  Now more than ever, your agreements need to be well crafted and clear
  • Banking on a done deal
  • Managers: think twice before setting negotiation goals: The widespread practive of motivating employees with goals can easily backfire
  • When incentives strike out
  • Getting by, with help from your friends: “If you can’t get what you want, ask allies to intervene on your behalf
  • Negotiating on thin ice: The financial bailout of iceland
  • Dear Negotiation Coach: Asking a new employer for more
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April 2009

April 2009

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  • Keep your career moving foward: As organizations struggle to cut costs, layoffs and salary freezes have become commonplace.  yet in this uncertain environment, there are still ways to get ahead
  • Break down “sacred” barriers to agrement: New research suggests a way to rsolve stubborn disputes over core values
  • The stressed-out negotiator
  • Betting on blockbusters: Lessons from book auctions: In this new feature, we introduce you to negotiation practices from different industries
  • The Pittsburgh Steelers sale: Handing off a beloved asset
  • Dear Negotiation Coach: Dealing with an unrealistic seller
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March 2009

March 2009

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  • Can’t Beat Them? Then Join a Coalition: Weak parties facing a formidable opponent may find strength in numbers
  • Uncover Hidden Value: Engage in a post-settlement settlement process
  • When the Going Gets Tough: Resist the urge to adopt a more competitive approach
  • The Robin Hood Effect: Giving too much to those like us
  • The Auto Industry Bailout: When the Big 3 went to Washington
  • Dear Negotiation Coach: “Can I make up an offer to squeeze more out of a buyer?”
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