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agent
A person who acts on a principal’s behalf in a negotiation. Agents – such as lawyers, sports agents, or diplomats – may have special training or be able to assert the principal’s interests more effectively than the principal. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 189). Also see “principal-agent theory.”
The following items are tagged agent.
September 2007
Are You Really Ready to Negotiate? “Winging it” is a fine approach to life’s minor decisions, but in negotiation, it can be disastrous. Follow these three preparation steps and improve your agreements
A Preparation Worksheet: Fill in the blanks before your next negotiation
Major League Success or Mess? The Dice-K – Red Sox deal offers lessons
June 2006
Create Value out of Conflict: Savvy business leaders search for the same value-creation opportunities in disputes as they do in deals. Here are six ways to extract benefit from conflict
Negotiating for Continuous Improvement: How to help your managers –and your company – learn from each negotiation experience
Gain Less Pain: How to Negotiate Burdens: Negotiators
July 2004
Should you Make the First Offer? According to conventional wisdom, no. But new research on the anchoring effect suggests that the best strategy is often to speak up first
When a Contract Isn’t Enough: How to be Sure Your Agent Gets You the Best Deal. Negotiation is often handled by an agent. Here’s some advice on
What’s Fair: Ethics for Negotiators
Carrie Menkel-Meadow and Michael Wheeler, eds.
What’s Fair is a landmark collection that focuses exclusively on the topic of ethics in negotiation. Edited by Carrie Menkel-Meadow and Michael Wheeler, What’s Fair contains contributions from some of the best-known practitioners and scholars in the field, including Sissela Bok, Gregory Dees, Roger Fisher, James Freund, Deborah Kolb, Eleanor
Crisis Negotiations
How do crisis negotiators manage power dynamics between the police and the suspect and among members of their own team?
Join the Harvard Negotiation Law Review and the Program on Negotiation for a panel discussion with local crisis negotiators.
Panelists
Superintendent Robert Dunford, former Boston PD Chief Crisis Negotiator
Lieutenant Steve Pugsley, Massachusetts State Police
FBI Special Agent Liane McCarthy
Moderated
March 2004
Fair Enough? An Ethical Fitness Quiz for Negotiators: Shady dealing may work in the short term, but in the end you’ll undermine trust and tarnish your reputation
The Art of Deal Diplomacy: Business negotiators who seek maximum gain for their organizations would do well to take a page from a classic text on diplomacy
How to
“Negotiating September 11th Victim Compensation” with Kenneth R. Feinberg
Kenneth R. Feinberg
Special Master
September 11th Victim
Compensation Fund
Mr. Feinberg will discuss how the September 11th Victim Compensation Fund was developed to respond to the needs of the victims of the terrorist attacks. He is an attorney and a leading expert in alternative dispute resolution. Currently serving as Adjunct Professor of Law at the Georgetown University Law
PON Fellows Show “The Third Side in Action”
On October 9th at Harvard Law School, Dr.William Ury, Director of PON’s Global Negotiation Project, and five past PON Graduate Research Fellows presented a symposium on The Third Side, an idea proposed by Dr. Ury in his book of that name (Penguin, 2000). The Third Side is a systematic and self-organizing dispute resolution mechanism for
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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