Adapted from “Pitch Your Offer—and Close the Deal,” by Deepak Malhotra and Max H. Bazerman (professors, Harvard Business School), first published in the Negotiation newsletter.
When you’re having trouble persuading someone, you might be tempted to sweeten the pot with hefty financial incentives. Before doing so, consider whether there are cheaper ways of gaining compliance.
The PON Brown Bag Lunch Series Presents:
Peacebuilders in Action –
Search for Common Ground
photo courtesy of www.sfcg.org
Susan Collin Marks
Senior Vice President, Search for Common Ground
Wednesday, February 24, 2010
Hauser Hall, Room102, Harvard Law School Campus
Bring your lunch. Drinks and dessert will be served.
Susan Collin Marks is senior vice president of
Boris Munoz, Editor in Chief, Exceso Magazine and Nieman Fellow
Leonardo Vivas, Fellow at the Carr Center for Human Rights at the Kennedy School of Government.
Date: February 23, 2010
Time: 4-6 PM
Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Third Floor, N-354*, Cambridge MA
Contact Chair: Donna Hicks (firstname.lastname@example.org).
*Please note the
Sometimes in negotiation, we’re forced to deal not only with the issues on the table but also with concerns about status. One famous instance took place in the late 1980s, when Robert Campeau, head of the Campeau Corporation, tried to acquire Federated Department Stores, the parent company of the prestigious department store Bloomingdale’s. A bidding war over Bloomingdale’s escalated between Campeau and R.H. Macy. Campeau won with an irrationally high offer—and had to declare bankruptcy shortly thereafter.
Professor Robert Mnookin’s “Bargaining with the Devil: When to Negotiate, When to Fight,” was highlighted in Richard Bernstein’s New York Times article, “Is it Time to Engage the Taliban?” Published yesterday, Bernstein uses Professor Mnookin’s most recent book as a framework to discuss whether now is the time for the Obama administration to negotiate with
Professor Jeswald Salacuse recently published a new book, The Law of Investment Treaties. Professor Salacuse is a member of PON’s Executive Committee and experienced in international negotiation, international business transactions, leadership, and law and development. The Law of Investment Treaties explains the nature, history, and significance of investment treaties and their impact on international investors
Tonight’s event with Peter Maas and Ed Kashi has been postponed due to inclement weather. The rescheduled date will be announced as soon possible.
About the event:
Join us for a discussion and media presentation of the role oil plays in global conflict.
Peter Maass, New York Times Magazine writer and author of Crude World: The
Professor Robert Mnookin, Chair of the Program on Negotiation at Harvard Law School is featured on the Harvard Law School website homepage this week.
How often have you heard a friend or colleague refer to a contract as being “in the bag,” only to find out later that the deal didn’t go through? There always turns out to be a good reason a negotiation fell apart. Yet the fact remains that most negotiators are overconfident about their chances of reaching agreement. A common cognitive bias, overconfidence causes us to have unrealistically high expectations of success, in negotiation and in many other aspects of life.
Adapted from “You Need to Know What You Want,” first published in the Negotiation newsletter.
Do you really know what you want out of life? Most of us don’t, according to Timothy D. Wilson and Daniel T. Gilbert, psychology professors at the University of Virginia and Harvard University, respectively. The impact bias describes the common, systematic