The issue of bidder collusion raises a larger question for negotiators: What ethical responsibility do we have to those who aren’t seated at the table with us? Harvard Business School professor Max H. Bazerman uses the term “parasitic value creation” to describe the common tendency of negotiators to focus so narrowly on identifying benefits for those … Read More
Factors or vulnerabilities that one has not considered prior to a negotiation and which could impact the course of the negotiation.
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The following items are tagged blind spots.
First adapted from “Do You Stretch the Truth?,” first published in the September 2012 issue of Negotiation. Tell the truth: Have you lied to a salesclerk or service provider lately? Maybe you blamed a restaurant for messing up your reservation, though you suspect you probably provided the wrong date over the phone. Or, after missing a deadline to return … Read More
Avoiding difficult conversations hinder your abilities as a negotiator and a manager. Office conflict management requires addressing issues head on and seeking to resolve disputes while also maintaining relationships. … Read More
A Q&A with Sheila Heen, co-author (with Douglas Stone) of the new book, Thanks for the Feedback: The Science and Art of Receiving Feedback Well. We recently interviewed Sheila Heen, lecturer at Harvard Law School, PON Faculty member, and Partner at Triad Consulting Group, about her new book with Douglas Stone, Thanks for the Feedback: The … Read More
2013 witnessed a series of colorful mergers, acquisitions, and other deals. Here are 10 negotiations and negotiation trends from which business dealmakers can learn. … Read More
On October 30, the news came that Big 4 accounting firm PricewaterhouseCoopers had reached a deal to purchase the consulting firm Booz & Company with the goal of beefing up its management consulting business. … Read More
Max H. Bazerman (Program on Negotiation Executive Committee member and professor at the Harvard Business School) recently was quoted in an op-ed in The New York Times entitled, “Let’s All Feel Superior.” In this piece, columnist David Brooks explains how some people have difficulty processing horrific events. Our natural tendencies to self-deceive come into play and … Read More
In an op-ed article in today’s edition of The New York Times, Max H. Bazerman, Straus Professor of Business Administration at the Harvard Business School, and Ann E. Tenbrunsel, Martin Professor of Business Ethics at the University of Notre Dame, discuss the reasons why ethical lapses occur so often in business settings. According to … Read More
The Harvard Book Store presents
“Blind Spots” with Max Bazerman Date: Monday, April 18, 2011 Time: 7:00 PM Location: 1256 Massachusetts Avenue, Cambridge See Event Details Online: http://www.harvard.com/event/max_h._bazerman/ About the Book: When confronted with an ethical dilemma, most of us like to think we would stand up for our principles. But we are not as ethical as we think we are. In “Blind … Read More