Negotiation Skills and Dealmaking: Committing to an Arbitrary Deadline
During the NBA’s 2011 lockout, NBA commissioner David Stern’s arbitrary deadlines may have done more harm than good. But he had more luck with an arbitrary deadline … Read This Post
Dispute Resolution: The Case of the Broken Speakers
“Indirect confrontation” may be a useful way of helping a counterpart save face, writes professor Jeanne Brett of Northwestern University’s Kellogg School of Management in an August … Read This Post
Negotiation Skills: At Pimco, a Successful Threat and an Uncertain Payoff
In business negotiations, threats can be fraught with risk. There is the risk that a threat will escalate conflict. There is the risk that a threat will … Read This Post
Build On Your Past Success in Business Negotiations
For fans of AMC’s hit show Mad Men, the news was terrible. In late March 2011, the network publicly confirmed that the fifth season of the show, … Read This Post
To set more accurate negotiation goals, try unpacking
As negotiators, we understand the importance of estimating the likely parameters of an agreement in upcoming talks. Yet even the most experienced negotiators have moments of surprise … Read This Post
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?