anchoring

What is Anchoring in Negotiation?

| | Negotiation Skills

What exactly is anchoring in negotiation, and how does it play out at the bargaining table? Consider this anchoring bias example from Harvard Business School and Harvard … Read What is Anchoring in Negotiation?

right of first refusal

Right of First Refusal: A Potentially Win-Win Negotiation Tool

| | Business Negotiations

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

Unethical Negotiation Tactics: Are You Prepared for Dirty Tricks?

| | Negotiation Skills

Unethical negotiation tactics are often difficult to detect at the bargaining table. But with advance knowledge of how they unfold, you can prepare to defuse them. … Read This Post

Negotiations

When Not to Show Your Hand in Negotiations

| | Negotiation Skills

Here, we consider four types of information that may be best kept under wraps: sensitive or privileged information, information that isn’t yours to share, information that diminishes … Read When Not to Show Your Hand in Negotiations

types of conflict, conflict styles how to handle conflict

How to Handle Conflict in Teams: Lessons from Scientific Collaborations

| | Conflict Resolution

How to handle conflict in teams? Most advice centers on eliminating conflict. But an expert on helping scientific collaborators work together fruitfully recommends finding ways to live … Read This Post

PON Appoints Two New Members to the PON Executive Committee

| | Conflict Resolution, Daily

The Program on Negotiation (PON) at Harvard Law School, is pleased to announce the appointment of two new members to its Executive Committee: Dr. Julia Minson and … Read This Post

cross-cultural communication in business

Cross-Cultural Communication in Business Negotiations

| | International Negotiation

When preparing for cross-cultural communication in business negotiations, we often think long and hard about how our counterpart’s culture might affect what he says and does at … Read This Post

Ethics in Negotiations

Ethics in Negotiations: How to Deal with Deception at the Bargaining Table

| | Dealing with Difficult People

You say you would never lie during a negotiation. Your ethical standards are solid—right? Ethics in negotiations are an important subject. Learn how ethics in negotiations can … Read This Post

conflict resolution

Using Conflict Resolution Skills: Trying to Forgive and Move Forward

| | Conflict Resolution

In business negotiations, when a counterpart apologizes for harming or offending you, should you forgive and move forward? What if doing so seems impossible? … Read This Post

negotiation myths

Will You Avoid a Negotiation Impasse?

| | Negotiation Skills

In the summer of 2016, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according … Read Will You Avoid a Negotiation Impasse?

Notable Negotiations

10 Notable Negotiations of 2021

| | Negotiation Skills

Looking back at our list of 10 Notable Negotiations of 2021, which includes a few bargaining highs amid the many lows. Challenged by pandemic-era uncertainty, mounting political … Read 10 Notable Negotiations of 2021

cultural differences in negotiation

Unlocking Cross-Cultural Differences in Negotiation

| | International Negotiation

Cross-cultural differences in negotiation can be particularly challenging. When people from different cultures negotiate, they often feel uncertain about how to act and confused by one another’s … Read This Post