Max Bazerman

The following items are tagged Max Bazerman.

“Confronting Evil” Panel Videos Now Available Online

Posted by & filed under Conflict Resolution, Events, Videos.

On Saturday, April 20, 2013, the Program on Negotiation co-hosted a conference on “Confronting Evil: Interdisciplinary Perspectives,” in partnership with the Mahindra Humanities Center at Harvard University and the Volkswagen Foundation.

Originally scheduled to commence on Friday, April 19th, the conference had to be condensed to a single day due to the lock-down of the Boston

Win-Win Negotiations: Managing Your Counterpart’s Satisfaction

Posted by & filed under Sales Negotiations.

As the following points will demonstrate, ensuring that your counterpart is satisfied with a particular deal requires you to manage several aspects of the negotiation process, including his outcome expectations, his perceptions of your outcome, the comparisons he makes with others, and his overall negotiation experience itself.

PON co-sponsored conference addresses the challenges of “Confronting Evil”

Posted by & filed under Crisis Negotiations.

On Saturday, April 20th more than a hundred people came out to Harvard to attend the PON co-sponsored conference “Confronting Evil: Interdisciplinary Perspectives.”  Held just six days after the bombings at the Boston Marathon, and one day after many area residents were asked to “shelter in place” by the police during their search for the

Confronting Evil Conference postponed to Saturday, April 20th

Posted by & filed under Events.

Harvard University is closed today due to an ongoing public safety situation in the area. This afternoon’s first session of the “Confronting Evil” conference is postponed until tomorrow morning, starting at 9:00.

Please check here for further updates later today.

The Darker Side of Perspective Taking

Posted by & filed under Conflict Resolution.

Many negotiation experts recommend that you try to take the other party’s perspective, particularly when attempting to resolve disputes.

Recent research by Nicholas Epley of the University of Chicago and Eugene Caruso and Max Bazerman of Harvard University suggests a dark side to this generally sound negotiation advice. The researchers ran a series of experiments in which they asked participants to determine the fair division of a scarce resource. Half of the subjects (the “self-focused condition”) were asked how much would be fair for them to take. The other subjects (the “other-focused” condition) were asked to think about what would be fair for others to take and then write down how much would be fair for each party (not just themselves) to take.

Being Fair and Getting What You Want

Posted by & filed under Negotiation Skills.

Imagine that you and your business partner agree to sell your company. You get an offer that pleases you both, so now you face the enviable task of splitting up the rewards.

Some background: Your partner put twice as many hours into the firm’s start-up as you did, while you worked fulltime elsewhere to support your family. Your partner, who is independently wealthy, was compensated nominally for her extra time.

When we expect selfish behavior

Posted by & filed under Daily, Negotiation Skills.

Adapted from “The Darker Side of Perspective Taking,” first published in the Negotiation newsletter, April 2007.

Many negotiation experts recommend that you try to take the other party’s perspective, particularly when attempting to resolve disputes. Research by Nicholas Epley of the University of Chicago and Eugene Caruso and Max Bazerman of Harvard University suggests a dark