Closing the Deal in Negotiations
In dealmaking, we typically devote significant time to trying to convince a counterpart of the logic and appeal of our proposals. But sometimes our role becomes a … Read Closing the Deal in Negotiations
How Expressing Disappointment Impacts Offers in Negotiations
Most of us have had the experience of feeling disappointment during a negotiation. If a counterpart picks up on this disappointment, will it affect the offers she … Read This Post
Great Negotiators vs. Great Negotiations: The Program on Negotiation’s Great Negotiator Teaching Series
Teaching negotiation using case studies focused on the efforts of great negotiators can help achieve several pedagogical goals at the same time. Developed by Professor James Sebenius … Read This Post
M&A Negotiation: Undoing the Deal
After parties have invested considerable time and money in a negotiation, agreement can come to seem like an inevitable end point. You may think you have an … Read M&A Negotiation: Undoing the Deal
How Professional Negotiators Can Avoid Public Controversy
In negotiation, we sometimes become so focused on what we’re trying to achieve at the bargaining table that we fail to adequately account for how the deal … Read This Post
Diplomatic Negotiations to Build a Winning Coalition to Negotiate with Iran
The five permanent members of the UN Security Council plus Germany were able to arrive at a negotiated agreement with the Islamic Republic of Iran to curtail … Read This Post
In Conflict Resolution, Look for Trusted Partners
How can you engage in conflict management with someone who doesn’t trust you? Consider bringing in someone the other party does trust to mediate the dispute, as … Read In Conflict Resolution, Look for Trusted Partners
In Platform Negotiations with Clinton, Sanders Was Victorious
With the 2016 Democratic National Convention now over, Vermont senator Bernie Sanders used the Hillary Clinton campaign’s fear of a divisive spectacle in Philadelphia to extract concessions … Read This Post
Examples of Negotiation in Business: When “Shrink to Grow” Pays Off
Learn how BP and Russian negotiators came together and created value in a tough business negotiation even though expansion of the negotiated relationship was not on the … Read This Post
Mediation Techniques for Conflict Resolution: Negotiation Strategies to Consider Before You Outsource
Learn how mediation techniques could have informed Apple’s negotiation strategies when it discovered discrepancies in working conditions among its supplier factories in China. … Read This Post
Dealing with Difficult People – In and Outside of Congress
In business negotiations, we sometimes face the task of dealing with difficult people—those who seem to pick fights, hold offensive views, or rely on hard-bargaining tactics. Some … Read This Post
Capture the Best of Mediation and Arbitration
The problem: You’re not sure which of the two most common dispute-resolution processes, mediation or arbitration, to use to resolve your conflict. Mediation is appealing because it … Read Capture the Best of Mediation and Arbitration