The following items are tagged harvard.

Give at work

Posted by & filed under Daily, Negotiation Skills.

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.

Peacebuilders in Action – Search for Common Ground

Posted by & filed under Business Negotiations, Daily, Events, Webcasts.

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
12:00-1:00 PM
Hauser Hall, Room102, Harvard Law School Campus
Bring your lunch. Drinks and dessert will be served.

Speaker Bio
Susan Collin Marks is senior vice president of

Understanding Chavez

Posted by & filed under Events, The Kelman Seminar.

“Understanding Chavez”

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 (dhicks@wcfia.harvard.edu).
*Please note the

How Status Conscious are You?

Posted by & filed under Business Negotiations.

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.

PON Professor Mnookin’s New Book Highlighted in NY Times

Posted by & filed under Daily, International Negotiation, News.

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

PON Professor Jeswald Salacuse Publishes New Book

Posted by & filed under Daily, International Negotiation, News.

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

CANCELED: Wednesday’s Event, Oil and Conflict

Posted by & filed under Daily.

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

When We Expect Too Much

Posted by & filed under Business Negotiations.

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.

Is that really what you want?

Posted by & filed under Daily.

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