The battle for the LA Clippers
On April 29, the National Basketball Association (NBA) banned Los Angeles Clippers owner Donald Sterling from the league for life and fined him $2.5 million in reaction … Read The battle for the LA Clippers
Stay “in the deal”
As Joe Biden tells it, he never wanted to be vice president.
When Barack Obama asked him to consider being vetted as his running mate, Biden declined. Traditionally, … Read Stay “in the deal”
In the NFL, Roger Goodell’s Dealmaking for Mutual Gains
Because an agent’s incentives are rarely, if ever, perfectly aligned with those of her principal (principal-agent theory), many business negotiators have been burned by agents who put … Read This Post
Business Negotiators: How You Can Avoid Striking Out
When a difficult negotiation such as a labor contract renegotiation looms, it can be tempting for each side to try to make unilateral decisions on certain issues … Read This Post
Dealing with Difficult People: Tackle Tough Issues Together
When a difficult negotiation such as a labor contract renegotiation looms, it can be tempting for each side to try to make unilateral decisions on certain issues … Read This Post
PON Graduate Research Fellow Vera Mironova Published by Foreign Policy
Every year, the Program on Negotiation (PON) honors distinguished scholars with a Graduate Research Fellowship that provides support for one year of dissertation research and writing in … Read This Post
Conflict Management: Do You Stretch the Truth?
First adapted from “Do You Stretch the Truth?,” first published in the September 2012 issue of Negotiation.
Tell the truth: Have you lied to a salesclerk or service … Read Conflict Management: Do You Stretch the Truth?
Negotiation Skills: Negotiating to Give Good Advice
Many of us advise others on the job yet fail to plan adequately for this responsibility. Set up a strong relationship by negotiating your role as advisor. … Read This Post
Conflict Resolution: Ted Kennedy and the Art of Collaboration
In our politically charged era, most Americans—Republicans, Democrats, and Independents alike—seem to be able to agree on one thing: in recent years, Congress has been a poor … Read This Post
Dealmaking: Bank of America’s Game of Chicken
What’s the difference between an effective bluff and an ineffective one? Last year’s financial meltdown offered an example of each. In last month’s issue, we described how … Read Dealmaking: Bank of America’s Game of Chicken
In Business Negotiations, Restraint Can Be Key—Even in High Fashion
When employees leave an unsatisfying job, the feeling of relief they feel sometimes motivates them to explain their decision to whomever will listen. But that tendency can … Read This Post
Negotiation Skills: A Failure to Communicate
Question: I’ve just finished reading the recent book No One Would Listen: A True Financial Thriller (Wiley, 2010) by Harry Markopolos, the whistle-blower in the Bernard Madoff … Read Negotiation Skills: A Failure to Communicate