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mnookin

The following items are tagged mnookin:

NEW! Harvard Mediation Intensive

Posted by & filed under Harvard Mediation Intensive.

Led by mediation experts Audrey Lee and Alain Lempereur, the Harvard Mediation Intensive delves into mediation principles and processes through interactive presentations and hands-on exercises. From employment and business disagreements to public and international conflicts, you will discover effective ways to enable parties to settle their differences across a variety of contexts. … Read NEW! Harvard Mediation Intensive

Harvard Mediation Intensive

Posted by & filed under Harvard Mediation Intensive.

Led by mediation experts Audrey Lee and Alain Lempereur, the Harvard Mediation Intensive delves into mediation principles and processes through interactive presentations and hands-on exercises. From employment and business disagreements to public and international conflicts, you will discover effective ways to enable parties to settle their differences across a variety of contexts. … Read Harvard Mediation Intensive

Best Negotiators in History: Nelson Mandela and His Negotiation Style

Posted by & filed under International Negotiation.

The late Nelson Mandela will certainly be remembered as one of the best negotiators in history. He was clearly “the greatest negotiator of the twentieth century,” wrote Harvard Law School professor and former Program on Negotiation Chairman Robert H. Mnookin in his seminal book, Bargaining with the Devil, When to Negotiate, When to Fight. … Read More

Dealmaking Secrets from Henry Kissinger

Posted by & filed under Dealmaking.

More than 1,600 international relations experts from across the political spectrum overwhelmingly rate Henry Kissinger, who served under former presidents Richard Nixon and Gerald Ford, the most effective secretary of state of the last half-century. In their book, Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level (Harper, 2018), James K. Sebenius, R. Nicholas … Read Dealmaking Secrets from Henry Kissinger

10 Hard-Bargaining Tactics to Watch Out for in a Negotiation

Posted by & filed under BATNA.

Some negotiators seem to believe that hard-bargaining tactics are the key to success. They resort to threats, extreme demands, and even unethical behavior to try to get the upper hand in a negotiation. In fact, negotiators who fall back on hard-bargaining strategies in negotiation are typically betraying a lack of understanding about the gains that … Read More

Bargaining for a New Car: Real World Negotiations Examples

Posted by & filed under Business Negotiations.

When it comes to bargaining for a new car, are women negotiating harder bargains than men? According to a recent report from NPR Morning Edition’s Sonari Glinton, women not only negotiate harder bargains than men when it comes to vehicle purchases, but also they do more extensive preparatory work (See: Negotiating for What You Really Want- … Read More

“No One is Really in Charge” Hostage Taking and the Risks of No-Negotiation Policies

Posted by & filed under Crisis Negotiations.

In the business world, we sometimes are tempted to avoid negotiating with people or groups we view to be immoral, untrustworthy, or simply unlikable. Imagine a counterpart who works in a business that you believe to be immoral, someone who has a reputation for gossiping about colleagues, or a longtime client who routinely falls back on hardball … Read More

Dear Negotiation Coach: What Happens When a Business Contract Falls Apart?

Posted by & filed under Business Negotiations.

We recently received a question from a reader regarding a business contract conflict. Robert Mnookin, Williston Professor of Law at Harvard Law School, chair of the Program on Negotiation, and author of Bargaining with the Devil: When to Negotiate, When to Fight (Simon & Schuster, 2010), explains that you may have more options than it … Read More

Dear Negotiation Coach: Managing Expectations With Work Assignments

Posted by & filed under Leadership Skills.

Managers often find themselves managing expectations in the workplace. Sometimes, however, managing expectations isn’t just about employees and staff, it can be about our own ideas of how the workplace functions. Such was the case with a question we received regarding the delegation of a new project. Here’s the original question: I recently asked one of our … Read More

Negotiating with the Enemy

Posted by & filed under Dealing with Difficult People.

Should negotiating with the enemy always be off the table? The 2014 Bergdahl exchange offers insights for negotiators who are deciding whether to do business with a known enemy. On May 31, 2014 the White House made the surprise announcement that the Taliban had released Sergeant Bowe Bergdahl, the sole American prisoner of war in the … Read Negotiating with the Enemy

Dear Negotiation Coach: Can Negotiation Theory Help Us Understand Our Religious Identity?

Posted by & filed under Negotiation Skills.

Negotiation theory suggests you focus on interests, not positions; separate inventing from committing; invest heavily in “What if?” questions; insist on objective criteria; and try to build nearly self-enforcing agreements. But what if the negotiation is with yourself, or about your own religious identity? For example, what does it mean to be Jewish in America? What challenges … Read More

Tough Negotiator: Insights on Vladimir Putin from Former U.S. Secretaries of State

Posted by & filed under International Negotiation.

How should you prepare to negotiate effectively with an exceptionally tough negotiator? That’s the question the United States and its allies have faced since Russian president Vladimir Putin sent his troops to wage war on Ukraine on February 24. The experiences and insights of five former U.S. secretaries of state who negotiated directly with Putin … Read More

Moving Toward Group Conflict Resolution

Posted by & filed under Conflict Resolution.

Over the years, what many believe to be Jesus’s tomb in Jerusalem’s Old City has been the site of tensions that have at times escalated into violence. Inside the Church of the Holy Sepulchre, Greek Orthodox, Armenian Orthodox, and Roman Catholic communities guard the shrine surrounding the tomb, which they consider the holiest site in … Read Moving Toward Group Conflict Resolution

Dear Negotiation Coach: Do Leading Negotiation Experts Practice What they Preach?

Posted by & filed under Leadership Skills.

Do negotiation experts practice what they preach? To find out, we spoke with Harvard Law School and Harvard Business School professor Guhan Subramanian. The former academic editor of Negotiation Briefings, Subramanian was named the chair of the Program on Negotiation (PON) at Harvard Law School in 2018. He leads PON’s executive committee in setting the … Read More

How to Negotiate with Difficult People: International Negotiation, and a Refusal to Communicate

Posted by & filed under International Negotiation.

Business negotiators sometimes face the difficult question of whether to negotiate with someone they believe to be immoral, untrustworthy, or otherwise undesirable as a negotiating partner. In his book Bargaining with the Devil: When to Negotiate, When to Fight (Simon & Schuster, 2011), Program on Negotiation chair Robert Mnookin offers negotiation advice on the complex … Read More

Conflict Management and Negotiating When Pride is at Stake

Posted by & filed under Conflict Resolution.

The fallout from Iceland’s financial crisis offers a case study in dealing with those who have suffered a significant blow to their self-esteem. In late 2008, Iceland teetered on the edge of bankruptcy following the collapse of its three largest banks. Since becoming independent of the government in 2002, the banks had pursued a strategy … Read More

Negotiation Skills and Strategies at Work: Negotiating Jewish Identity

Posted by & filed under Negotiation Skills.

What does it mean to be Jewish in America? The question offers many opportunities to apply negotiation skills and strategies, writes Robert Mnookin in his new book, The Jewish American Paradox: Embracing Choice in a Changing World (PublicAffairs, 2018). The author of numerous books on negotiation, Mnookin is the Samuel Williston Professor of Law at … Read More

Most Startups Fail. But Yours Doesn’t Have To.

Posted by & filed under Business Negotiations.

We recently interviewed Samuel Dinnar—instructor at the Program on Negotiation at Harvard Law School, global entrepreneur, and strategic negotiation advisor—about his new book, Entrepreneurial Negotiation: Understanding and Managing the Relationships that Determine Your Entrepreneurial Success. In this insightful book, Dinnar and Susskind delve into the reasons why entrepreneurs fumble key negotiations—and what they can do … Read Most Startups Fail. But Yours Doesn’t Have To.

Kissinger the Negotiator: New Book on Dealmaking and Diplomacy

Posted by & filed under Teaching Negotiation.

Lessons from Dealmaking at the Highest Level In this groundbreaking, definitive guide to the art of negotiation, PON faculty James Sebenius (Harvard Business School) and Robert Mnookin (Harvard Law School), along with R. Nicholas Burns of the Harvard Kennedy School, offer a comprehensive examination of one of the most successful dealmakers of all time: Henry Kissinger. Politicians, … Read More

When Conflict Becomes a Self-Fulfilling Prophecy

Posted by & filed under Negotiation Skills.

When one party brings up the possibility of a lawsuit in a business dispute, the threat can become a self-fulfilling prophecy. Yet business negotiators often benefit from settling their disputes before going to court, write Robert H. Mnookin, Scott R. Peppet, and Andrew S. Tulumello in their book Beyond Winning: Negotiating to Create Value in … Read When Conflict Becomes a Self-Fulfilling Prophecy

Subramanian Will Succeed Mnookin as Program on Negotiation Chair

Posted by & filed under Teaching Negotiation.

Professor Guhan Subramanian ’98 will be the new chair of the Program on Negotiation (PON) at Harvard Law School. Subramanian holds appointments at both Harvard Law School, where he is the Joseph H. Flom Professor of Law and Business, and Harvard Business School, where he is the H. Douglas Weaver Professor of Business Law. As chair of PON, he … Read More

Top International Multiparty Negotiations: Dissent in the European Union

Posted by & filed under International Negotiation.

A European Union summit held in late October 2013 failed to make headway toward more coordination of economic policies. Facing resistance from Germany in particular, European officials grew pessimistic regarding their odds of negotiating a deal over the next year to lay the foundation for a banking union for the 17 nations that use the … Read More

Dealing with Difficult People – In and Outside of Congress

Posted by & filed under Dealing with Difficult People.

In business negotiations, we sometimes face the task of dealing with difficult people—those who seem to pick fights, hold offensive views, or rely on hard-bargaining tactics. Some of us naturally turn away from such difficult negotiations. Others choose to try to overlook or overcome the flaws they see in potential negotiating partners. … Read More

Negotiating with Your Agent

Posted by & filed under Business Negotiations.

Toby knew that Dara was the perfect New York literary agent for him as soon as he heard her friendly, professional voice on the phone. Never mind that 17 other agents had already rejected his book proposal. Dara’s enthusiasm and recent sales convinced him to sign the three-year exclusive contract she mailed to him in … Read Negotiating with Your Agent

The Fiscal Cliff and the Debt Ceiling: Program on Negotiation Chair Robert Mnookin Discusses Recent and Future Negotiations Between Congressional Republicans and the White House

Posted by & filed under Conflict Resolution.

What methodology was driving the posturing and statements behind congressional Republicans and the Obama administration’s negotiations regarding the debt ceiling and how both sides came together to avoid going off of the “fiscal cliff.” … Read More

Analyzing the Name Dispute between the Republic of Macedonia and Greece: Twenty Years after the Interim Agreement

Posted by & filed under Daily, Events.

The Program on Negotiation at Harvard Law School is proud to present Analyzing the Name Dispute between the Republic of Macedonia and Greece: Twenty Years after the Interim Agreement  with

Mr. Matthew Nimetz Personal Envoy of the Secretary-General of the United Nations and

Dr. Daniel Serwer Senior Research Professor of Conflict Management Johns Hopkins School of Advanced International Studies and

Mr. Boshko Stankovski

Graduate Research Fellow, Program … Read More

Voices of Syria: Opinions of civilians and fighters of the Syrian civil war

Posted by & filed under Daily, Events, Middle East Negotiation Initiatives.

The Middle East Negotiation Initiative of the Program on Negotiation at Harvard Law School  is pleased to present Voices of Syria: Opinions of civilians and fighters of the Syrian civil war

with Ms. Vera Mironova Graduate Research Fellow, Program on Negotiation and

Sadik Al Azm Emeritus Professor of Modern European Philosophy University of Damascus and

Motaz Hadaya former Political Specialist with the U.S. Embassy in Syria Moderated by Professor Robert … Read More

Israeli-Palestinian Process After the Israeli Election: Recalculating the Route

Posted by & filed under Daily, Events, Middle East Negotiation Initiatives.

The Program on Negotiationat Harvard Law School is pleased to present Israeli-Palestinian Process After the Israeli Election: Recalculating the Route with Attorney Gilead Sher Head of the Center for Applied Negotiations (CAN) Senior Research Fellow, Institute for National Security Studies at Tel Aviv University

Moderated by Professor Robert H. Mnookin Samuel Williston Professor of Law Chair, Program on Negotiation Harvard Law School   Monday, March 30 4:00 pm Austin West 111 Harvard Law … Read More

A Paradigm Shift for Israeli – Palestinian Negotiations

Posted by & filed under Daily, Events, Middle East Negotiation Initiatives.

The Program on Negotiation at Harvard Law School is pleased to present A Paradigm Shift for Israeli – Palestinian Negotiations with

Dr. Mohammad Shtayyeh Minister, Palestinian Economic Council for Development and Reconstruction former Member, Palestinian Delegation to the final status talks with Israel   Moderated by Professor Robert H. Mnookin Samuel Williston Professor of Law Chair, Program on Negotiation Harvard Law School   Wednesday, March 25 4:00 pm – 5:30 … Read More

Today’s Middle East and Israel’s Elections: What is at Stake?

Posted by & filed under Daily, Events, Middle East Negotiation Initiatives.

The Program on Negotiationat Harvard Law School is pleased to co-sponsor the Harvard Hillel’s second Riesman Forum on Politics and Policy Today’s Middle East and Israel’s Elections: What is at Stake? with Ambassador Dennis Ross William Davidson Distinguished Fellow The Washington Institute for Near East Policy Professor Gabriella Blum Rita E. Hauser Professor of Human Rights and Humanitarian Law Harvard Law School Moderated by Professor Robert H. Mnookin Samuel Williston … Read More

50th Anniversary of A Behavioral Theory of Labor Negotiations

Posted by & filed under Daily, Events.

The Program on Negotiation at Harvard Law School invites you to join us for A 50th Anniversary Celebration of A Behavioral Theory of Labor Negotiations with Robert B. McKersie and Richard E. Walton  A live webcast of this event will be available for viewing at  http://media.fas.harvard.edu/core/live/hls-live.html

Thursday, March 5, 2015 12:00 p.m. Registration opens 1:00  – 5:30 p.m. Program 5:30-6:30 p.m. Reception Wasserstein … Read More

Stay “in the deal”

Posted by & filed under Business Negotiations.

As Joe Biden tells it, he never wanted to be vice president. When Barack Obama asked him to consider being vetted as his running mate, Biden declined. Traditionally, the vice presidency was a largely ceremonial position removed from the center of power. Though recent VPs, most notably Dick Cheney, had changed that, Biden, as a longtime … Read Stay “in the deal”

Negotiating the Israeli-Palestinian Conflict: Track Two Diplomacy in the Past, Present and Future

Posted by & filed under Daily, Events, International Negotiation, Middle East Negotiation Initiatives, Videos.

The Middle East Negotiation Initiative at the Program on Negotiation is pleased to present a public talk by Dr. Yair Hirschfeld on September 19th. Dr. Hirschfeld, who is best known as the “architect of the Oslo Process,” will discuss the history of Track II diplomacy efforts in the Israeli-Palestinian conflict, and analyze recent developments in … Read More

Is your negotiating style holding you back?

Posted by & filed under Negotiation Skills.

The story, related by an anonymous job candidate on a blog called the Philosophy Smoker, went viral. According to the job candidate, referred to only as “W,” the philosophy department of Nazareth College, a small liberal-arts college in Rochester, New York, offered her a tenure-track position following a round of interviews. W said she responded … Read Is your negotiating style holding you back?

Crisis Negotiations: Program on Negotiation Chair Robert Mnookin Joins Guest Panel on CNN Tonight to Discuss the Release of Bowe Bergdahl

Posted by & filed under International Negotiation.

CNN Tonight host Dan Lemon recently featured Program on Negotiation Chair Robert Mnookin along with fellow Harvard Law School professor Alan Dershowitz, storied commentator Anne Coulter, and Peter Bergen, CNN national security analyst, for a panel discussion regarding the recent exchange of Taliban prisoner for US soldier, Bowe Bergdahl. The night’s discussion centered on whether or … Read More

With “Surrender,” John Boehner Shows Keen Negotiation Skills

Posted by & filed under Negotiation Skills.

On February 11, House of Representatives Speaker John A. Boehner reportedly rendered his Republican colleagues speechless. At a meeting of the Republican Capitol Hill Club, Boehner announced that he would bring to a vote a measure to raise the U.S. government’s borrowing limit without preconditions until March 2015, as reported in the New York Times. The … Read More

Program on Negotiation Faculty On How To End the US Government Shutdown

Posted by & filed under Conflict Resolution.

The Washington Post’s “On Leadership” column by Jenna McGregor asked renowned negotiation experts on how the government shutdown in Washington, DC could be ended at the bargaining table. Among the experts interviewed were Robert Mnookin, Chair of the Program on Negotiation at Harvard Law School (PON) and author of Bargaining With The Devil: When To Negotiate, … Read More

Ambassador Tommy Koh of Singapore Named the Great Negotiator by the Program on Negotiation and the Future of Diplomacy Project

Posted by & filed under International Negotiation.

The Program on Negotiation, an inter-university consortium of Harvard, MIT, and Tufts, and Harvard’s Future of Diplomacy Project have named Ambassador Tommy Koh of Singapore the recipient of the 2014 Great Negotiator Award. In public events at Harvard planned for the afternoon of Thursday, April 10, 2014 (details to be announced), participants will honor Koh’s … Read More

The Program on Negotiation at Harvard Law School: Three Decades of Scholarship and Practice

Posted by & filed under Negotiation Skills.

Founded in 1983, the Program on Negotiation at Harvard Law School is a pioneer in the fields of negotiation, mediation, and alternative dispute resolution. In commemoration of the program’s 30th anniversary this year, the Program on Negotiation is proud to present a video describing many of PON’s various educational and research activities. According to Chair Robert Mnookin, … Read More

“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 … Read More

HNLR Symposium Review: “Ideas and Impact: Roger Fisher’s Legacy”

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

On March 2, 2013, the Harvard Negotiation Law Review held their 2013 Symposium, entitled “Ideas and Impact: Roger Fisher’s Legacy.” This event celebrated Professor Fisher, co-founder of the Harvard Negotiation Project and the Program on Negotiation. Professor Fisher passed away last summer. During the day-long event, distinguished panelists explored current trends and opportunities for aspiring scholars … Read More

PON panel discusses Track II Negotiations, Islands of Coordination and Unilateral Moves in the New Middle East

Posted by & filed under International Negotiation, Middle East Negotiation Initiatives, Videos.

On March 4th, the Program on Negotiation at Harvard Law School hosted a panel discussion entitled: “Negotiations by Other Means: Track II, Unilateral Action, Robust Third Party Role and Islands of Coordination in the New Middle East.”    

  The panel featured three veterans of high profile Israeli-Palestinian diplomacy: Ambassador Dore Gold, President of the Jerusalem Center for … Read More

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

Posted by & filed under Conflict Resolution.

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 … Read More

Negotiate, Don’t Litigate

Posted by & filed under Conflict Resolution.

When you’re thinking about resolving a dispute in court, it’s crucial to remember that the decision that will be imposed on you is binding. If blinders lead a judge to grant a motion that should be denied, deny a motion that should be granted, assign responsibility to the wrong party, or award too much or … Read Negotiate, Don’t Litigate

Negotiations by Other Means: Track II, Unilateral Action, Robust Third Party Role and Islands of Coordination in the New Middle East

Posted by & filed under Events, International Negotiation, Middle East Negotiation Initiatives.

As direct Israeli-Palestinian negotiations appear to have ground to an indefinite halt, attention has shifted to other, less conventional methods for achieving mutually desirable outcomes for the two peoples. Tonight’s panelists will discuss the potential of alternatives including Track II diplomacy, isolated areas of coordination, a pro-active role of the third party and even … Read More

Israeli Settlement Withdrawal: Negotiation lessons from the past, and planning for the future

Posted by & filed under Events, International Negotiation, Middle East Negotiation Initiatives.

This presentation by Karen Lee Bar-Sinai and Prof. Robert Mnookin is the fourth seminar exploring the role of urban planning in negotiation, co-sponsored by the Middle East Negotiation Initiative (MENI) at the Program on Negotiation and the Harvard Graduate School of Design. … Read More

PON Film Series Event: My Neighbourhood Screening with Julia Bacha, Just Vision

Posted by & filed under International Negotiation, Middle East Negotiation Initiatives, PON Film Series.

The Program on Negotiation at Harvard Law School and the Middle East Initiative at the Harvard Kennedy School are pleased to present a screening of “My Neighborhood,” a new Just Vision documentary. A panel discussion will be held after the screening with Julia Bacha, director/producer of My Neighbourhood. … Read More

The Program on Negotiation Mourns the Loss of Co-Founder Roger Fisher

Posted by & filed under Negotiation Skills.

Roger Fisher, co-founder of the Program on Negotiation and the Harvard Negotiation Project, died on August 25 at age 90. A true pioneer and leader, he helped launch a new way of thinking about negotiation, and he worked tirelessly to help people deal productively with conflict. “Through his writing and teaching, Roger Fisher’s seminal contributions literally … Read More

Framing the Issue: Program on Negotiation Chair Robert Mnookin Leads HLS Reading Group in Study of U.S.-Cuba Relations

Posted by & filed under Negotiation Skills.

Reading groups at Harvard Law School, consisting of 2Ls and 3Ls, present faculty and students with opportunities to study with one another in a less formal setting. Additionally, students are encouraged and are able to gain an in-depth knowledge of the particular reading group’s subject matter. … Read More

Great Negotiator Award 2012

Posted by & filed under Negotiation Skills.

The Program on Negotiation at Harvard Law School, in conjunction with the Future of Diplomacy Project at Harvard Kennedy School, honored distinguished statesman and former Secretary of State James A. Baker III as the recipient of their Great Negotiator Award for 2012. Secretary Baker served under President George H.W. Bush from 1989 to 1992. A … Read Great Negotiator Award 2012

When Others are Counting on You

Posted by & filed under Conflict Resolution.

Unless your official title is “lawyer” or “agent” you probably don’t think of yourself as an agent. But if you’ve ever represented a family member, your boss, your department, or your organization in a negotiation, you’ve served as that party’s agent. Representing others at the bargaining table creates both opportunities and hazards. In their book, Negotiating … Read When Others are Counting on You

Professor Mnookin participates in panel discussion on Shalit deal

Posted by & filed under International Negotiation, Middle East Negotiation Initiatives.

Hostage negotiations are challenging in any situation, but the Israeli-Palestinian prisoner exchange involving Gilad Shalit in 2011 was more challenging than most.  Learning lessons from this exchange was the topic of a panel discussion, entitled “In the Aftermath of the Shalit Deal: Insights regarding Hostage-Barricade Situations and Hostage Negotiations,” held at Haifa University’s School of … Read More

Fight or Flight

Posted by & filed under Negotiation Skills.

Many things factor into whether you choose “fight or flight” when faced with a difficult situation in life. Whether it is a disagreeable coworker or a border struggle between nations, the decisions made at the onset of conflict often determine the tenor of the entire proceeding. Along with information and a good-faith desire for collaboration, knowing … Read Fight or Flight

Video: Professor Robert Mnookin leads negotiation skills training for Jewish and Arab students in Israel

Posted by & filed under International Negotiation, Middle East Negotiation Initiatives.

In this video, Professor Robert H. Mnookin, Chair of the Program on Negotiation, reflects on his experience leading a negotiation workshop for high school students in Israel. The key negotiation skills emphasized in the workshop were active listening and the ability to understand the perspective of the other side. As Professor Mnookin states … Read More

Mnookin featured as a distinguished speaker in Israel

Posted by & filed under International Negotiation, Middle East Negotiation Initiatives.

In December 2011, Professor Robert Mnookin, Chair of the Program on Negotiation, was invited by Daniel Shapiro, the U.S. Ambassador to Israel, to speak on the topic of his recent book: Bargaining with the Devil: When to Negotiate and When to Fight. Part of a series on “Distinguished American Speakers, ” the event was held in … Read More

Further reading on “Israel’s Prisoner Exchange: An Irrational Trade?” from the January 2012 issue of the Negotiation newsletter

Posted by & filed under International Negotiation, Middle East Negotiation Initiatives.

Read more on “Israel’s Prisoner Exchange: An Irrational Trade?” from the January 2012 issue of the Negotiation newsletter in the following two articles: Israel’s Deals with the Devils

By: Robert Mnookin

The Shalit Deal: Opportunities for Negotiators

By: Dr. Ehud Eiran

Read More

The Shalit Deal: Opportunities for Negotiators

Posted by & filed under International Negotiation, Middle East Negotiation Initiatives.

Last weekend’s violent deal between Israel and Islamic Jihad In Gaza was interpreted by some as proof that the Gilead Shalit prisoner exchange compromised Israeli security. Beyond these recent events it is indeed clear, as Professor Robert H. Mnookin and others warned, that the Shalit deal generated numerous risks for Israel, the Palestinian Authority, and … Read The Shalit Deal: Opportunities for Negotiators

The Gilad Shalit-Palestinian prisoners exchange: the process, deal and implications

Posted by & filed under Events, International Negotiation, Middle East Negotiation Initiatives.

The Middle East Negotiation Initiative at PON invites you to a panel discussion on The Gilad Shalit-Palestinian prisoners exchange: the process, deal and implications November 7, 2011 • 12:15 – 2 p.m. Pound 100 • Harvard Law School Please bring your lunch. Drinks and cookies will be served. PANELISTS Robert H. Mnookin is the Samuel Williston Professor of Law at Harvard … Read More

Professor Mnookin’s Op-Ed in The Wall Street Journal

Posted by & filed under Daily, International Negotiation, Middle East Negotiation Initiatives, News.

In an op-ed in The Wall Street Journal, Robert H. Mnookin, Professor at Harvard Law School and Chair of the Program on Negotiation, reflects on Israel’s recent decision to release 1,000 Palestinian prisoners in exchange for the safe return of Gilad Shalit, an Israeli soldier captured by Hamas.  From a negotiating standpoint, according to Mnookin, … Read More

Bargaining with the Devil:
Strategies and Techniques for Negotiating with Tough Opponents

Posted by & filed under Daily, Events.

Bargaining with the Devil A PON Webinar with Professor Robert Mnookin Samuel Williston Professor of Law, Harvard Law School Chair, Program on Negotiation Executive Committee Date: Tuesday, October 4, 2011 Time: 1:00 PM to 2:15 PM ET .

  About the Webinar: From the NFL to state governments, negotiation is in the news these days.  The issues are vastly different, but these two negotiations have one … Read More

Should you deal with the devil?

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Should You Do Business with the Enemy?” first published in the Negotiation newsletter, March 2010. At one time or another, most of us have faced the prospect of negotiating with a sworn enemy—whether a “greedy” sibling, an “evil” ex-spouse, or an “immoral” company. There is no right or wrong answer to the question … Read Should you deal with the devil?

Expect Brinkmanship in the Debt Ceiling Negotiations?

Posted by & filed under Conflict Resolution.

Negotiations over raising the debt ceiling limit for the United States remain contentious, leading some to speculate that a deal will not be reached until the 11th hour, if at all. Professor Robert Mnookin, chair of the Program on Negotiation’s Executive Committee, noted in a recent ABC News article that the negotiations resemble a … Read More

Bye Bye Belgium?

Posted by & filed under Daily, International Negotiation.

The New York Times Co-authored by Robert Mnookin (Samuel Williston Professor of Law, Harvard Law School; Chair, Program on Negotiation at Harvard Law School) and Alain Verbeke Belgium’s days as a united nation may be numbered. In this 2006 piece, the authors summarize the conflicts that divide the country and offer an ironic prediction that every negotiator … Read Bye Bye Belgium?

Bargaining with the Devil:
Strategies and Techniques for Negotiating with Tough Opponents

Posted by & filed under Daily, Events.

Bargaining with the Devil A PON Webinar with Professor Robert Mnookin Samuel Williston Professor of Law, Harvard Law School Chair, Program on Negotiation Executive Committee Date: Tuesday, May 17, 2011 Time: 1:00 PM to 2:15 PM ET To register, click here.

  About the Webinar: From the NFL to state governments, negotiation is in the news these days.  The issues are vastly different, but these two … Read More

PON Chair Robert Mnookin Interviewed on Belgian Public Broadcast

Posted by & filed under Daily, Mediation, Resources, Videos.

PON Chair Robert Mnookin suggests 2010 Great Negotiator Martti Ahtisaari as a possible  international mediator who may be able to help solve the ongoing conflict in Belgium. Professor Mnookin notes that bringing in an outside mediator can help avoid “reactive devaluation,” or the devaluing of a possible solution simply because it was suggested by an … Read More

How to Turn a Maybe Into a Yes

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Closing the Deal,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter. You’ve followed the negotiation guidebooks to a T, uncovered the parties’ key interests, brainstormed creative solutions, and even developed good rapport with your counterpart. You’ve done everything right…but you still don’t have agreement. How do you turn the other … Read How to Turn a Maybe Into a Yes

Save the Dates: Announcing the PON Spring 2011 Events Calendar

Posted by & filed under Daily, Events.

The Program on Negotiation Spring 2011 Events Calendar: February 1: Herbert C. Kelman Seminar on International Conflict Analysis and Resolution, Negotiation, Conflict and the News Media: Cambodia, Kevin Doyle and Steve Marks, 4:00pm-6:00pm

February 15: Brown Bag Lunch Series: Hamas, Hezbollah, and the Muslim Brotherhood – Obstacles to Peace in the … Read More

Norwegian Foreign Minister visits PON

Posted by & filed under Daily, International Negotiation.

On December 6, 2010, faculty and associates from the Program on Negotiation at Harvard Law School met at a private lunch with Norway’s Foreign Minister, Jonas Gahr Store, and the ambassador of Norway to the U.S., Wegger Chr. Strommen. At the meeting, the Foreign Minister described how he helped bring decades of negotiation with the … Read Norwegian Foreign Minister visits PON

Remembering Ambassador Richard Holbrooke, a Great Negotiator

Posted by & filed under Daily, Great Negotiator Award.

In 2004, the Program on Negotiation selected Ambassador Richard Holbrooke as the recipient of its Great Negotiator Award. “He was an outstanding and entrepreneurial diplomat, and we are so sorry to learn of his sudden death,” said Professor Robert H. Mnookin, Chair of the Program on Negotiation. “During the day Richard Holbrooke spent with us, … Read More

How and When to Negotiate with an Adversary

Posted by & filed under Daily, Negotiation Skills.

Robert Mnookin (Samuel Williston Professor of Law; Harvard Law School; Chair, Program on Negotiation at Harvard Law School; author of “Bargaining with the Devil”; co-author of “Beyond Winning”) What factors determine whether you should negotiate? What things influence the bargaining process? Should you negotiate with your “enemy”? If so, how? In this piece, Robert Mnookin draws … Read How and When to Negotiate with an Adversary

New PON Teaching Materials About the Work of Martti Ahtisaari, 2010 Great Negotiator Award Recipient

Posted by & filed under Daily, International Negotiation, Negotiation Skills, Pedagogy at PON.

The Program on Negotiation’s 2010 Great Negotiator Award was given to former Finnish President, Martti Ahtisaari, for his many significant achievements in the fields of negotiation and diplomacy. He was central to the Namibian independence negotiations in the late 1980s. He also served as chief United Nations negotiator to Kosovo from 2005-2006, and was instrumental … Read More

Professor Robert Mnookin Discusses Apple and the Beatles in the NY Times

Posted by & filed under Business Negotiations, Daily, News.

PON Chair Robert Mnookin was interviewed by the NYTimes Dealbook about the recent deal made allowing iTunes to sell music by the Beatles. “Professor Mnookin noted that he often tells his students, ‘Before you go into any negotiation, any party should ask, what are my interests, what do I care about, and what are my alternatives … Read More

Panel Discussion about PON Professor Gabriella Blum’s New Book

Posted by & filed under Daily.

There will be a panel discussion tonight about Philip Heymann and PON faculty member Gabriella Blum’s latest book “Laws, Outlaws, and Terrorists: Lessons from the War on Terrorism.” To read more about the book, click here. The panel will feature Bob Mnookin, Chair of the PON Executive Committee as well as Graham Allison, David Barron, and … Read More

Keep it Out of Court

Posted by & filed under Business Negotiations, Daily.

Adapted from “Turn Disputes into Deals,” by by Robert H. Mnookin (professor, Harvard Law School) first published in the Negotiation newsletter. In 1982, writer and movie producer Art Buchwald wrote a screen treatment that his partner, Alain Bernheim, pitched to Paramount Pictures. Settling upon the title King for a Day, Paramount and Bernheim entered into an … Read Keep it Out of Court

Video of Professor Mnookin’s Interview on PBS

Posted by & filed under Daily, News, Resources, Videos.

PON Chair, Professor Robert Mnookin was featured last night on the  PBS NewsHour. He discusses the art of doing difficult negotiations during tough economic times.

To learn more about Professor Mnookin’s recent book, “Bargaining with the Devil: When to Negotiate, When to Fight,” click here. To watch more PON videos, click here. … Read Video of Professor Mnookin’s Interview on PBS

TONIGHT- Professor Robert Mnookin to be Featured on PBS

Posted by & filed under Daily, News.

PON Chair, Professor Robert Mnookin will be featured on the PBS NewsHour tonight discussing his recent book, “Bargaining with the Devil: When to Negotiate, When to Fight.” To find your local PBS schedule and channel, click here and enter your zip code. To read more about “Bargaining with the Devil,” click here. … Read More

Prof. Robert Mnookin featured in Harvard Gazette

Posted by & filed under Daily, Negotiation Skills.

Professor Robert Mnookin was featured in the print version of the Harvard Gazette in February 2010.  Prof. Mnookin’s new book, “Bargaining with the Devil: When to Negotiate, When to Fight” was featured in the Gazette’s book section Harvard Bound in the February 18-25 issue. Please click here for the full article. … Read Prof. Robert Mnookin featured in Harvard Gazette

Negotiate! Radio

Posted by & filed under Daily.

Robert H. Mnookin, author of Bargaining with the Devil:  When to Negotiate, When to Fight, will be interviewed on March 17th, 2010 on Negotiate! Radio.  Negotiate! Radio is a nonprofit community service initiative. Its objectives are to collect and diffuse information on negotiation, mediation, and alternative dispute resolution (ADR), both in theory and by analyzing … Read Negotiate! Radio

Bargaining with the Devil

Posted by & filed under Negotiation Skills.

Professor Robert Mnookin, Chair of the Program on Negotiation at Harvard Law School, published an article for the Foreign Policy online magazine this week based on his new book, “Bargaining with the Devil:  When to Negotiate, When to Fight.” The article discusses how President Obama should deal with the evils he is confronted with. Click here … Read Bargaining with the Devil

PON Professor Mnookin’s New Book Highlighted in NY Times

Posted by & filed under Daily, International Negotiation, News, Reviews of Books.

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 … Read More

Join PON to Celebrate the Publication of Professor Robert Mnookin’s New Book “Bargaining with the Devil”

Posted by & filed under Daily, Events.

On Thursday, February 4, 2010, join us to celebrate the publication of Professor Robert Mnookin’s new book Bargaining with the Devil: When to Negotiate, When to Fight. This event is co-sponsored by Harvard Law School, the Program on Negotiation, and Facing History and Ourselves. The evening will begin with a reception at 5:30 PM in Ropes … Read More

PON saddened by the death of artist and Great Negotiator, Jeanne-Claude

Posted by & filed under Daily, Events, Great Negotiator Award, Negotiation Skills, News.

“The Program on Negotiation is deeply saddened to learn of the death of Jeanne-Claude, half of the dynamic and brilliant artistic partnership of Christo and Jeanne-Claude,” commented Robert H. Mnookin, Chair of the Program on Negotiation at Harvard Law School. “In September 2008, we honored Christo and Jeanne-Claude as the Program on Negotiation’s “Great Negotiators”. … Read More

Friends of Negotiation Journal Gather to Celebrate its 25th Anniversary

Posted by & filed under Daily.

Friends of Negotiation Journal – current and former editors, advisory board members, frequent authors and reviewers, and Program on Negotiation stalwarts who were there at its founding – gathered last week at Harvard to celebrate the journal’s 25th year and 100th issue. The event was hosted by journal editor Michael Wheeler and PON executive committee chair … Read More

Mnookin Calls for Mediation

Posted by & filed under Daily, Mediation, News.

In an interview with the Boston Globe, Professor Robert H. Mnookin, Chair of the Program on Negotiation at Harvard Law School, responds to the national debate on the arrest of Harvard Professor Henry Lewis Gates, Jr.. Mnookin calls for mediation to resolve the conflict between Prof. Gates and the arresting officer. Click here to read … Read Mnookin Calls for Mediation

Negotiating the Toughest Challenges in U.S.-Muslim Relations: From Peace in the Middle East to Talks with the Taliban

Posted by & filed under Daily, Events.

Join the Program on Negotiation for a discussion on major challenges facing the U.S. as it tries to improve relations with key Muslim countries embroiled in regional conflicts. Key questions include whether and how to negotiate with armed non-state groups, how to engage effectively with fractious and failing governments, and how to manage influential constituencies … Read More

Negotiating the Financial Crisis

Posted by & filed under Daily, Events.

Panelists will discuss the negotiation challenges presented by the banking crisis, GM’s restructuring, and the policy making process. Moderator: Robert Mnookin, Chair of the Program on Negotiation and Samuel Williston Professor of Law at Harvard Law School Panelists: Howell Jackson, Acting Dean and Professor, Harvard Law School Robert Pozen, Chairman of MFS Investment Management and Senior Lecturer of Business Administration … Read Negotiating the Financial Crisis