Overcoming Cultural Barriers in Negotiations and the Importance of Communication in International Business Deals
Communication in negotiation is the means by which negotiators can achieve objectives, build relationships, and resolve disputes. Most negotiators know that it is the most important tool … Read This Post
Political Negotiation: Negotiating with Bureaucrats
Though officials may claim otherwise, they often have a certain amount of discretion when interpreting laws and making decisions. In government and political negotiation, you therefore must … Read This Post
To Achieve a Win-Win Situation, First Negotiate with Yourself
In business negotiations, our actions and reactions often go against creating a win-win situation. Self-examination can help, writes Getting to Yes author William Ury in his book, … Read This Post
The Negotiation Process in China
With its booming economy and growing international consumer influence, the role of negotiation in international business is more important than ever and negotiation skills appropriate for China … Read The Negotiation Process in China
The Hidden Pitfalls of Video Negotiation
It used to be that when negotiating counterparts were located far apart, one side or the other would need to get in a car, train, or plane … Read The Hidden Pitfalls of Video Negotiation
Program on Negotiation Establishes New Fund for Foreign Affairs Studies
The Program on Negotiation (PON) at Harvard Law School is proud to announce the creation of the Professor Jeswald W. Salacuse JD’63 Fund, which will support students … Read This Post
Four Strategies for Making Concessions in Negotiation
Skilled negotiators know that making strategic concessions at the right time can be an effective tactic in a negotiation. In this article, Deepak Malhotra, a professor at … Read This Post
Right of First Refusal: A Potentially Win-Win Negotiation Tool
Looking for ways to get more value out of your sales negotiations? You may be able to do so by negotiating a right of first refusal. A … Read This Post
Dear Negotiation Coach: Responding (Or Not) to an Ultimatum in Negotiation
Many times in our lives, we will encounter an ultimatum in negotiation. Sometimes the ultimatum is real, and often times it is not. However, there are ways … Read This Post
M&A Negotiation Strategy: Dealing with an Unpredictable Counterpart
In the high-stakes world of mergers and acquisitions (M&As), negotiation missteps can amplify into disasters, and lucky breaks into triumphs. As a result, there is much that … Read This Post
Trust and Honesty in Negotiations: Dealing with Dishonest Negotiators
Negotiating opportunities sometimes come from challenging sources: a family member who has been unreliable in the past but promises to make a change; a business competitor that … Read This Post
Stonewalling in Negotiations: Risks and Pitfalls
Contract negotiations between Jason Pierre-Paul and the New York Giants demonstrate the hazards of intentionally stonewalling your counterpart in negotiations. A successful defensive end with the Giants … Read Stonewalling in Negotiations: Risks and Pitfalls