The following items are tagged timing.
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
Adapted from “How to Deal When the Going Gets Tough,” first published in the Negotiation newsletter.
Negotiators tend to feel pressured when they’re performing in front of an audience, according to Harvard Business School professor Deepak Malhotra. If your boss is watching your every move, if you are bargaining as part of a team, or if
Adapted from the Negotiation newsletter.
Negotiation expert Roger Fisher sagely counsels, “Solutions are not the answer.” Instead of tossing demands back and forth on their way to an outcome, negotiators should focus on the process of exploring their underlying needs and interests. Get the process right, and practical solutions often follow.
But process still depends on the
The Harvard Institute on Global Health (HIGH) and the Harvard International Negotiation Program Present:
“On Embracing Evil: The Psychology of
Nazi Doctors”
with
Robert Jay Lifton
moderated by
Professor Dan Shapiro
What impels people to use religion, ideology, or professional privilege as tools for destructive action? What is the mindset that can take one from healing to killing, or to
Adapted from “Make the Most of E-mail Negotiations,” first published in the Negotiation newsletter.
At a recent social gathering of professionals, the topic of negotiating via e-mail came up. “My work team is constantly shooting e-mails back and forth,” said Sarita. “But since I’m driving and meeting with clients most of the time, I can’t respond
A troubled man bursts into your child’s schoolhouse. Without warning, he chases out all the boys and lines the girls up. Then he begins to shoot them one by one. For decades your people’s backs have been broken by the oppressive yoke of Apartheid. Suddenly, the tables are turned and you and your friends are
“What is it costing the US to ignore its relationship with Latin America?”
with
Guillermo Perry
and
Pablo Corral Vega
Date: November 16, 2010
Time: 4:15-6 PM (NOTE: 15 minutes later than usual)
Where: CGIS Building, Weatherhead Center for International Affairs,
1737 Cambridge Street, Room N-262, Cambridge MA
Contact Chair: Donna Hicks (dhicks@wcfia.harvard.edu).
Speaker Bios
Guillermo Perry is presently Robert F. Kennedy
Adapted from “The Dangers of Compromise,” by Max H. Bazerman (professor, Harvard Business School), first published in the Negotiation newsletter.
In July 2000, Arthur Levitt, then chairman of the U.S. Securities and Exchange Commission (SEC), held hearings on the question of auditor independence. Believing that auditors’ close ties to their clients posed a conflict of interest
Adapted from “How to Do More with Less,” by Lawrence Susskind (professor, Massachusetts Institute of Technology), first published in the Negotiation newsletter.
Times are tough, and managers need to find a way to squeeze more out of every contract negotiation. How can you improve how your organization negotiates?
Though we tend to think of negotiation as an
Adapted from “Taking an Outside View,” first published in the Negotiation newsletter.
Cognitive biases such as overconfidence affect even smart and highly educated negotiators. Unfortunately, awareness of our biases is not enough to prevent their having a negative impact on our next negotiation.
Why is it so hard to keep our biases in check? Researchers Dan Lovallo
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