decision-making

The following items are tagged decision-making.

Crisis Negotiations in Europe

Posted by & filed under Crisis Negotiations.

On June 5, another casualty in the European debt crisis emerged, as Spain announced that it soon would be unable to borrow in the bond market without assistance from other European Union nations. Emilio Botin, the chairman of Banco Santander, said about 40 billion euros, or $50 billion, in European funds would be needed to repair Spain’s banking sector, according to Bloomberg News.

How Mood Affects Negotiators

Posted by & filed under Conflict Management.

What are social psychologists learning about the connections among emotions, negotiation, and decision making? Negotiation contributor Jennifer S. Lerner of Harvard Kennedy School and her colleagues have identified two critical themes. First, they have studied the carryover of emotion from one episode, such as a car accident, to an unrelated situation, such as a workplace negotiation.

Second, these researchers are studying the influence of specific emotions such as happiness, sadness, and anger on decision-making.

Announcing the 2012-2013 PON Graduate Research Fellows

Posted by & filed under Daily, PON Graduate Research Fellowships, Students.

The Program on Negotiation Graduate Research Fellowships are designed to encourage young scholars from the social sciences and professional disciplines to pursue theoretical, empirical, and/or applied research in negotiation and dispute resolution. Consistent with the PON goal of fostering the development of the next generation of scholars, this program provides support for one year of dissertation research and writing in negotiation and related topics in alternative dispute resolution, as well as giving fellows an opportunity to immerse themselves in the diverse array of resources available at PON.

We are very excited to have three new fellows join us this fall:

The Pulitzer Board Stands in Judgment

Posted by & filed under International Negotiation.

On April 16, the Pulitzer Prize board announced its annual writing prizes, with two notable omissions: the board chose not to award Pulitzers in the categories of fiction and editorial writing. The reaction from the publishing industry to the Pulitzer’s fiction snub, in particular, was swift and hostile. “If I feel disappointment as a writer and indignation as a reader, I manage to get all the way to rage as a bookseller,” writes Ann Patchett, a fiction writer and bookstore owner, in a New York Times editorial.

The Pulitzer Board’s decision comes at a difficult time for the publishing industry, which has faced steadily declining book sales in recent years. And just five days before the Pulitzer announcement, the Department of Justice filed a lawsuit against five of the biggest U.S. publishers for colluding to set e-book prices. Now the industry must do without the annual boost the Pulitzer gives to the winning author and publisher – and cope with the implication that it was a miserable year for literary fiction.

Leading Horses to Water

Posted by & filed under Negotiation Skills.

The hardest step in negotiation is often the first. Costly lawsuits can drag on it everyone is afraid to be the first to blink. Prospective buyers and sellers can waste endless hours dancing around a possible deal. And in collective bargaining, labor and management teams sometimes paint themselves into corners by refusing to negotiate “matters of principle.”

Paola Cecchi-Dimeglio

Posted by & filed under Affiliated Faculty, PON Affiliated Faculty.

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Paola Cecchi Dimeglio is a Postdoctoral Research Fellow at PON. She studies the effects of gender, culture and organizational behavior on international strategic alliances using quantitative and qualitative research methods. Currently, at PON, Dr. Cecchi Dimeglio is focusing on three research projects: 1) the effects of gender and culture on the decision-making, negotiation and conflict management processes in international partnerships in Asia, 2) the effects of gender on law school performance, and 3) gender and entrepreneurship.

Making room for intuition in negotiation

Posted by & filed under Daily, Negotiation Skills.

Adapted from “The Heat of the Moment,” first published in the Negotiation newsletter, January 2007.

Imagine that after ample preparation and weeks of negotiations with three potential vendors, you have to choose among their proposals, each of which has numerous strengths and weaknesses. What’s more, you have only five minutes left to make this tough decision.

How

Kessely Hong

Posted by & filed under Affiliated Faculty, PON Affiliated Faculty.

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Kessely Hong is an Adjunct Lecturer at the Harvard Kennedy School. In her research, she examines how gender and other status differences influence trust, stereotypes, and partisan perceptions in negotiations. Kessely teaches the “Introduction to Negotiation Analysis” course at HKS, and also teaches about negotiation in the Senior Executive Fellows and other Executive Education Programs. As a graduate student, she won the Dean’s Award for Excellence in Student Teaching. She has been a fellow at the Women and Public Policy Program at HKS, the Program on Negotiation at HLS, and the Harvard University Native American Program. Before coming to the Kennedy School, Kessely worked for the management consulting firm McKinsey and Company and taught English in Ecuador. She earned her PhD in Public Policy and MPA from the Kennedy School, and her BA from Harvard College.

The creative negotiator

Posted by & filed under Business Negotiations, Daily.

Adapted from “Learning to Be Creative,” first published in the Negotiation newsletter, April 2010.

In negotiation, creativity – the ability to generate new ideas – enables parties to generate solutions that expand the pie of value. Reflecting the common view that creativity is an innate talent that can’t be taught, most organizations seek out creatively minded