Projecting Power at the Negotiation Table
Projecting power at the negotiation table is one tactic bargainers can employ to obtain their objectives in bargaining scenarios. In this article we examine Amy Cuddy’s research … Read Projecting Power at the Negotiation Table
Conflict Management: Anger – The Good and the Bad
Most negotiations are “mixed motive” in structure, requiring us both to compete to claim value and to cooperate to create value. The ability to move back and … Read Conflict Management: Anger – The Good and the Bad
Managing Cultural Differences: Negotiation Strategy and Diplomacy
Diplomats deal with difficult people when engaging in international negotiations in ways integrative negotiators may find useful for developing their negotiation skills. … Read This Post
Contract Negotiations: Before You Sign on the Dotted Line
When times are tight, contracts are often broken. These days, parties on both sides of sales agreements are struggling to fulfill their promises, and contract workers are … Read This Post
Dispute Resolution and Divorce Solutions for Jolie, Pitt, and Others
The news that actors Angelina Jolie and Brad Pitt are headed for divorce puts the issue of divorce negotiations in the spotlight. … Read This Post
Dealmaking: Avoiding Pitfalls in Deal Drafting
Whatever the root causes of faulty drafting, negotiators need to better understand and manage certain aspects of the deal drafting process. Here are three ways to ensure … Read Dealmaking: Avoiding Pitfalls in Deal Drafting
Maintaining Your Power in Negotiations
Given the pitfalls of having a position of relative power, what is a powerful negotiator to do? By following these steps, you can keep your edge while … Read Maintaining Your Power in Negotiations
What’s Keeping You from Closing the Deal?
When talks stall, it’s tempting to jump to conclusions: “It’s purely a price gap.” “They’re being unreasonable.” “We’re not communicating well.” “We’re in a weak position.” … Read What’s Keeping You from Closing the Deal?
In Purchasing Negotiations, Pairs of Men Lean to the Extreme
When we make decisions about what to buy, we often do so with another person. Domestic partners make joint purchasing decisions about homes, appliances, cars, and vacations. … Read This Post
How to Avoid Faulty Negotiated Agreements
Some of the trickier aspects of designing the right contract with your agent include properly aligning her incentives and monitoring her work. Supervising your agent can be … Read How to Avoid Faulty Negotiated Agreements
How to Avoid the Domino Effect in International Negotiations
“Give them an inch, and they’ll take a mile.” Unfortunately, that’s the attitude with which many people approach negotiation. Convinced that their counterparts will take advantage of … Read This Post
PON Faculty Daniel Shapiro Named One of the 15 Best Professors at Harvard College by the Harvard Crimson’s Fifteen Minutes Magazine
The Harvard Crimson’s Fifteen Minutes magazine recently honored Program on Negotiation at Harvard Law School faculty member Daniel Shapiro as one of the 15 best professors at … Read This Post