Culture and Teaching Negotiation: A Presentation by David Fairman
David Fairman—Managing Director of the Consensus Building Institute—recently shared his extensive experience in negotiating with, and teaching negotiation to, a variety of groups from a broad range … Read This Post
How a Bad BATNA Keeps Medicare Drug Prices High
It’s Negotiation 101: to get what you want, you need to be able to make a credible threat to walk away from a subpar deal. And for … Read How a Bad BATNA Keeps Medicare Drug Prices High
Managing Difficult Employees — Like Alex Rodriguez?
What negotiation strategies should employers use when dealing with difficult employees? Conflict management strategies and negotiation skills go hand in hand as this negotiation example about New … Read This Post
Negotiating Indigenous Land Rights
Teach Your Students to Address Fundamental Value Differences While Negotiating Indigenous Land Rights
Indigenous land rights have been a key aspect of negotiations by private companies and governments … Read Negotiating Indigenous Land Rights
Negotiation Update: In Senate health care defeat, it’s déjà vu all over again
In negotiation, learning from past mistakes is a critical skill. In our July issue, we detailed errors that Republicans made in their initial attempt to repeal and … Read This Post
Negotiation Research You Can Use: When women “lean out” of leadership roles
Women are underrepresented in leadership roles in the workplace, holding only about 16% of executive positions in Fortune 500 companies. Facebook COO Sheryl Sandberg and others have … Read This Post
Negotiation in the News: Before building a coalition, consider the consequences
This past July, the News Media Alliance (NMA), a trade association of approximately 2,000 U.S. and Canadian news organizations, announced that it was planning to ask Congress … Read This Post
2017 Great Negotiator Award Goes to Colombian President Juan Manuel Santos
On September 20th, Harvard Law School awarded the prestigious annual Great Negotiator award to Nobel Prize Winner, Colombian President Juan Manuel Santos, on behalf of the Program … Read This Post
Teaching Negotiation: The Art of Case Study Writing
Jim Sebenius, the Gordon Donaldson Professor of Business Administration at Harvard Business School, and Director of the Harvard Negotiation Project, addressed these questions in his presentation at … Read This Post
How to Break Through Barriers in Negotiation When Dealing with Difficult People
In negotiation, we sometimes face the dreaded task of asking difficult people, intimidating opponents, and otherwise daunting counterparts for a big favor. How can we close the … Read This Post
Bullard Houses Role-Play Simulation Helps Researchers Explore Gender Inequality
In a recent Slate.com article, writer and PhD in Psychology Jane Hu described the findings of a research study by Professor Laura J. Kray, University of California, … Read This Post
Manage Family Conflict When Business Negotiations Go Bad
Conventional wisdom warns us against doing business with family members. Negotiations between people linked by close ties can result in hurt feelings, damaged relationships, or simply the … Read This Post