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
Real Leaders Negotiate to Meet Their Organization’s Goals
Imagine a typical leader, and you might think of someone who is bold, decisive, visionary, assertive, and charismatic. Now think about the kinds of actions that such … Read This Post
Teach Your Students Spoiler Management in Negotiations
What can you do to protect a negotiation from spoilers?
The greatest risk to a negotiation can come from parties at the table who are intent on spoiling … Read This Post
How to Avoid Preparing Unethical Negotiation Plans
To what degree should you level the playing field for your counterpart in negotiations? Let’s turn to the question of whether you have an ethical obligation to … Read This Post
Leadership Style Assessment: Road Map for Podemos in Spain
The skills required for honing an effective participative leadership style have a great deal in common with those used by good negotiators. Following the May 24, 2015 … Read This Post