Adapted from “Negotiation in translation,” by Jeswald W. Salacuse, first published in the Negotiation newsletter.

“The language of international business,” a British executive once said to me, “is broken English.” Fortunately for American negotiators, who usually don’t speak a foreign language well, if at all, much of global business is conducted in English-an English with a profusion of accents, cadences, and … read more »

The Program on Negotiation (PON) is the world’s first teaching and research center dedicated to negotiation, and its founders are among the true pioneers in the field. On April 8, 2003, seven of these founders gathered to reflect on PON’s beginnings in the early 1980s, and on their own journeys as leaders in the field that they helped to create. … read more »

HERBERT C. KELMAN is the Richard Clarke Cabot Professor of Social Ethics, Emeritus, at Harvard University and was (from 1993 to 2003) Director of the Program on International Conflict Analysis and Resolution at Harvard’s Weatherhead Center for International Affairs. He received his Ph.D. in Social Psychology from Yale University in 1951. He is past president of the International Studies Association, … read more »

In addition to being the Straus Professor at the Harvard Business School, Max is formally affiliated with the Kennedy School of Government, the Psychology Department, and the Program on Negotiation.

 Max’s research focuses on decision making, negotiation, and ethics. He is the author, co-author, or co-editor of eighteen books (including Negotiation Genius [with Deepak Malhotra ], Bantam Books, September 2007) … read more »

Jeswald W. Salacuse is Henry J. Braker Professor of Law at the Fletcher School of Law and Diplomacy, Tufts University, the senior graduate professional school of international affairs in the United States. Salacuse served as The Fletcher School’s Dean for nine years. With broad experience in higher education, international development, and legal practice, he specializes in international negotiation and arbitration, … read more »

Hannah Riley Bowles is an Associate Professor at the Harvard Kennedy School. She conducts research on gender in negotiation and the attainment of leadership positions. She has conducted case research on leadership in crisis and the management of complex multi-party conflicts. … read more »

Antonia Chayes was on the faculty of the Kennedy School of Government while Vice Chair and Senior Consultant of Conflict Management Group (CMG), a non-profit international dispute resolution organization. Professor Chayes is currently a Visiting Professor of International Law and Politics at Fletcher School of Law and Diplomacy, Tufts University. … read more »

Joel Cutcher-Gershenfeld is Dean of the Institute of Labor and Industrial Relations at the University of Illinois. He is an award winning author who compiled the annotated edition of the Douglas McGregor’s 1960 management classic, The Human Side of Enterprise (McGraw-Hill, 2006); coauthored Valuable Disconnects in Organizational Learning Systems (Oxford University Press, 2005), Lean Enterprise Value (Palgrave, 2002), Knowledge-Driven Work … read more »

Dr. Jennifer Lerner is Professor of Public Policy and Management at the Harvard Kennedy School of Government as well as Director of the Harvard Laboratory for Decision Science. This inter-disciplinary laboratory, which she co-founded with two economists, draws primarily on psychology, economics, and neuroscience to study human judgment and decision-making. … read more »

Adapted from “Redoing the Deal,” by Jeswald W. Salacuse (professor, Fletcher School of Law and Diplomacy, Tufts University), first published in the Negotiation newsletter.

Remember that big sales contract you negotiated last fall, the one that got you a fat year-end bonus? Well, your manufacturing department has just told you that delivery will be two months late. So now it’s … read more »