On the heels of an intricate negotiation, conditions change for the worse. Crops fail, the price of oil skyrockets, one side issues an earnings restatement, or the market as a whole is a lot less promising than it was when you negotiated the initial terms. Suddenly your agreement has lost its luster. How should you
tradeoffs
The following items are tagged tradeoffs.
You Want How Much for the Mug?!
Common psychological barriers lead us to overvalue our possessions. That can be a problem when it’s time to get rid of them. Some possessions truly are priceless—we wouldn’t part with them for any amount of money. Others are virtually priceless, or “pseudosacred,” according to Harvard Business School professor Max Bazerman. We might claim that these
Team-Building Strategies: Building a Winning Team for Your Organization
Discover how to build a winning team, find an effective negotiation “coach,” budget for negotiations training and boost your business negotiation results in this free special report from Harvard Law School.
December 2004
What’s It Worth to You? The wrong assessment of a deal can stand in the way of sensible tradeoffs in negotiation. Don’t let your misperceptions cause you to lose significant potential gains
Putting On the Pressure: How to Make Threats in Negotiations: Issuing threats can help motivate cooperation. But threats can backfire in unintended
November 2004
For Better or Worse: How Relationships Affect Negotiations. Connections influence everything from our choice of negotiating partners to our interpretation of offers
Do the Numbers Get in Your Way? It’s easier to work with concrete items – things we can measure. But succumbing to this bias can result in bad tradeoffs
When Life Gives You Lemons:
January 2004
First You Have to Ask: When women don’t negotiate for themselves, their careers can suffer – and so can their organizations
Winning and Blocking Coalitions: Bring Both to a Crowded Table. In a multiparty negotiation, you need a good offense to forward your interests and a good defense to thwart others’ aggressive moves. Coalitions can
Raiffa Receives Honorary Degree From Harvard University
Howard Raiffa, Director Emeritus of the Program on Negotiation’s Negotiation Roundtable received an honorary Doctor of Laws degree at Harvard University’s 2002 Commencement Excercises. Raiffa is Harvard University’s Frank P. Ramsey Professor of Managerial Economics Emeritus, and a pioneer in the field of decision analysis. A mathematician by training, Raiffa is an originator of
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