Imagine that you are in charge of renting a new location for a branch of your company in a nearby city. After researching the reputations of a number of local real estate agents, you meet with several and choose the one who seems most knowledgable and responsive.
university of pennsylvania
The University of Pennsylvania (commonly referred to as Penn or UPenn) is an American private Ivy League research university located in Philadelphia, Pennsylvania, United States. It is one of the Colonial Colleges. Incorporated as The Trustees of the University of Pennsylvania, Penn is one of 14 founding members of the Association of American Universities.
The following items are tagged university of pennsylvania.
Negotiation, Envy, and Lies in Conflict Management
In previous posts, the widespread belief that some people are honest negotiators and others are not has been shown to be inapplicable to real-world negotiations. Rather, because people respond strongly to their environment, ethical standards often vary depending on the context.
Goals Gone Wild
Max H. Bazerman sat down with Sean Silverthorne of Harvard Business School’s Working Knowledge to discuss goal setting and how to effectively set goals on an individual and organizational level.
Researchers from top business schools have collaborated on research demonstrating that, in some cases, goal setting may actually do more harm than good.
Are You Avoiding a Key Negotiation?
Imagine that it’s time to shop for a new car. A friend has told you that she solicited bids from dealers on a no-haggle website and was offered a good, nonnegotiable price. You consider going this route but wonder if you could get an even better deal by negotiating at the dealership. Would you choose
Trying to Forgive and Move Forward
In business negotiations, when a counterpart apologizes for harming or offending you, should you forgive and move forward? What if doing so seems impossible?
In a chapter in The Negotiator’s Fieldbook (American Bar Association, 2006), Ellen Waldman and Frederic Luskin write that forgiveness isn’t an essential component of negotiation; you may be able to get to
How comparisons affect satisfaction
Social comparisons are a critical factor in guiding negotiator satisfaction, Maurice E. Schweitzer of the University of Pennsylvania and Yale psychologist Nathan Novemsky have found in their research. Not only do negotiators compare their profit from a deal with the profit they imagine their counterpart earned, but they also compare their profit with the profits
When negotiation goals backfire
Adapted from “Managers: Think Twice Before Setting Negotiation Goals,” first published in the Negotiation newsletter, May 2009.
In the years leading up to its collapse, energy-trading company Enron promised its salespeople large bonuses for meeting challenging revenue goals. This focus on revenue rather than profit contributed to widespread fraud and, ultimately, to the firm’s downfall.
To encourage
Detecting lies of omission
Adapted from “So, You Don’t Want the Other Side to Lie,” first printed in the Negotiation newsletter, June 2004.
Whether we like it or not, negotiators often lie. Researchers have found that while most of us are generally aware of this fact, few of us are adept at detecting actual lies in negotiation.
In two
How to Avoid the Status Trap
Adapted from “Don’t Get Stuck in the Status Trap,” first published in the Negotiation newsletter, September 2009.
Graduating MBA students often tend to choose their first postgraduate jobs based on vivid aspects of their job offers, such as a high starting salary or the prestige of the firm, Harvard Business School professor Max H. Bazerman has
Put Apologies in Your Toolbox
Adapted from “Regain Your Counterpart’s Trust with an Apology,” first published in the Negotiation newsletter.
The problem: Whether you meant to or not, you’ve hurt or offended your negotiating counterpart through your words or actions. Perhaps you’ve shown up late for an appointment one time too many, neglected to follow through on a key contract term,
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- Business Negotiations
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- Conflict Resolution and Negotiation Across Cultures
- “Confronting Evil” Panel Videos Now Available Online
- Conflict Resolution Lessons from the Home: How Conflict Management Skills Transform Discord Into Harmony
- Working with Your Agent – and Someone Else’s – In Negotiation
- Confronting Evil: Interdisciplinary Perspectives Conference underway
- Crisis Negotiations
- PON co-sponsored conference addresses the challenges of “Confronting Evil”
- Finding the Right Process in India
- 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
- Robert Mnookin Joins Panel to Discuss the Fiscal Cliff Negotiations on NPR’s Forum
- BATNA for the Holidays? Program on Negotiation Co-Founders Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’ with NPR
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- An International Negotiation for an All-American Brand
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- Mediating Tragedy: Managing the Boston Victim’s Compensation Fund
- What’s Wrong with Traditional Arbitration?
- Hiring a Mediator: A Checklist
- Social Perceptions at the Crossroads: Why Sex (Still) Impacts the Perception and Evaluation of Other Status-Linked Identities
- Dispute Resolution Using Online Mediation
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- Negotiate Relationships
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- For Better Negotiation Training, Study the U.S. Government’s Mistakes
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