What is Anchoring in Negotiation?
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: A Potentially Win-Win Negotiation Tool
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?
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
When Not to Show Your Hand in Negotiations
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
How to Handle Conflict in Teams: Lessons from Scientific Collaborations
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
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 Negotiations
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: How to Deal with Deception at the Bargaining Table
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
Using Conflict Resolution Skills: 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? … Read This Post
Will You Avoid a Negotiation Impasse?
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?
10 Notable Negotiations of 2021
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
Unlocking Cross-Cultural Differences in 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