In Dealmaking, Look for the Needle in the Haystack
When you’re desperate to make a good deal, breakthroughs can come at unexpected times and places. Consider what happened when Assistant U.S. Attorney Richard Elias was looking … Read This Post
Negotiation Skills: View Your Counterpart as an Agent
Looking for yet another way to build your power at the negotiating table? Examine the incentives of your counterpart—and then consider whether they align with those of … Read This Post
Responding to the Conflict in Syria: An Insider’s Perspective
The Program on Negotiation at Harvard Law School
and the Herbert C. Kelman Seminar on International Conflict Analysis and Resolution
are pleased to co-present:
Responding to the Conflict in Syria:
… Read This Post
Not-So-Privileged Information
The law of attorney-client privilege protects certain communications on the assumption that clients will reveal critical information to their attorneys only if they know such disclosures will … Read Not-So-Privileged Information
Negotiation Skills: Five Steps to Better Family Negotiations
Family members in business together bring an added complication to inevitable conflicts. In this article, the authors discuss five principles of negotiation specifically relevant for deal-making and … Read This Post
Negotiation Skills: Overcoming the Not-In-My-Backyard (NIMBY) Syndrome
Lawrence Susskind (Ford professor of Urban and Environmental Planning, The Massachusetts Institute of Technology; author of Built to Win; co-author of Breaking Robert’s Rules and Breaking the … Read This Post
Preparing for Multiparty Negotiation
When you’re getting ready to meet with more than one party, the usual steps of two-party negotiation apply. … Read Preparing for Multiparty Negotiation
Negotiation Skills: When It’s Better to Be in the Dark
When your agent negotiates on your behalf, it’s generally smart to have her keep you in the loop throughout the process with regular phone calls, e-mails, or … Read This Post
Successes and Messes
In negotiation, as in other areas of life, the early bird often gets the worm. That’s just one of the lessons of a new deal reached between … Read Successes and Messes
In business negotiations, share the wealth wisely
After graduating from the University of Chicago’s business school in 1971, David G. Booth took what he had learned and ran with it. The firm he founded, … Read In business negotiations, share the wealth wisely
A harmonious ending
If you’ve ever felt trapped in a long-standing relationship, you may know the frustrating feeling of watching tempting opportunities pass you by. Executives at the Lincoln Center … Read A harmonious ending
Getting past “You go first”
In our easiest professional negotiations, we have ample resources to divide among us, and everyone involved expects to benefit in both the short term and the long … Read Getting past “You go first”