Seeking a Win-Win Negotiation? Pass the Chips and Salsa
From movie moguls hammering out film deals in Los Angeles to publishers and agents assessing each other’s tastes in New York, the “power lunch” has become a … Read This Post
Negotiation Skills in Business Communication: Heading Off Deception
In all types of negotiations and across all phases of the process, people can sometimes misrepresent or fail to tell the truth. Individual negotiators lie with the … Read This Post
Negotiation Skills in Business Communication: Status Anxiety
Negotiation Skills in Business Communication: Campeau Corporation and Federated Department Stores
Sometimes in negotiation we are forced to deal not only with the issues on the table but … Read This Post
Negotiating Skills and Negotiation Tactics: Damage Control in Conflict Resolution
Framing in negotiation, and the negotiating skills and negotiation tactics that go behind effective bargaining, can help not only achieve a negotiator’s goals at the bargaining table, … Read This Post
Negotiation Research You Can Use: When “Honor Talk” Pays in Negotiation
You likely have noticed that this newsletter and other negotiation advice from the Western world tends to promote rationality, logic, and fact finding over emotional reactions or … Read This Post
Successes & Messes: In DuPont’s Proxy Battle, An Expensive Power Struggle
A risky decision to fend off a corporate raider pays off in the end.
Over the past two years, billionaire investor Nelson Peltz and his hedge fund, Trian … Read This Post
Program on Negotiation associate Paola Cecchi Dimeglio Edits a Collection of Dispute Resolution Essays in “Interdisciplinary Handbook of Dispute Resolution”
Program on Negotiation associate and researcher Paola Cecchi Dimeglio, a postdoctoral research fellow at the Harvard Negotiation Research Project, was the editor for a comprehensive, interdisciplinary guide … Read This Post
PON Faculty Member Jeswald Salacuse Cited in Majority and Minority Opinions in the US Supreme Court’s BG Group v. Republic of Argentina
The US Supreme Court’s decision in BG Group v. Republic of Argentina relied upon insights from PON faculty member Jeswald Salacuse’s The Law of Investment Treaties.
Writing … Read This Post
Dear Negotiation Coach: Should You Stay or Should You Go?
Q: As a senior manager at my company, I have spent most of the past year trying to settle litigation with another company in our industry. We … Read This Post
Negotiation Research You Can Use: To move forward, acknowledge past wrongs
What lies at the root of long-standing conflicts? Often, both sides feel compelled to continue punishing the other side out of a sense that they have been … Read This Post
Successes & Messes: Bare-knuckle negotiating
Perhaps it’s no surprise that two boxers, bitter rivals, took many years to negotiate the terms of their hotly anticipated matchup. But the fact that a bout … Read Successes & Messes: Bare-knuckle negotiating
When Negotiations Go Down to the Wire
From the start, the negotiations were precarious. In late 2013, Iran agreed to temporarily freeze portions of its nuclear program and to negotiate a more comprehensive nuclear … Read When Negotiations Go Down to the Wire