Great Negotiator 2014 Tommy Koh Describes Negotiation as an Art and Science
Program on Negotiation and Harvard Kennedy School’s Future of Diplomacy Project Great Negotiator award winner for 2014, Singaporean diplomat Tommy Koh, wrote an article about his experience … Read This Post
In Business Negotiations, 12 Strategies for Curbing Deception
In negotiation, deception can run rampant: parties “stretch” the numbers, conceal key information, and make promises they know they can’t keep.
Unfortunately, most of us are very poor … Read This Post
For Detroit Pensioners, Dispute Resolution Pays Off
On April 15, Detroit city employees and retirees breathed a huge sigh of relief after the city’s emergency manager and its pension fund managers reached a deal … Read This Post
Negotiation Skills: Bring Future Concerns to the Bargaining Table
You can’t control the U.S. financial markets, but you can take these three steps to make sure your deals don’t contribute to a predictable surprise in your … Read This Post
Conflict Management – What You Need to Know Before You Click “Like”
A new conflict-management policy from General Mills, the food company behind products such as Cheerios, Bisquick, and Betty Crocker, may lead it to lose some friends on … Read This Post
Low-Drama Negotiation Skills at the “Late Show”
Just one week after David Letterman revealed his decision to leave his long-running talk show, the Late Show with David Letterman, CBS announced that comedian Stephen Colbert … Read Low-Drama Negotiation Skills at the “Late Show”
Business Negotiations: Why Does Process Matter?
Negotiating the right process for your negotiation is well worth the time and effort, for two important reasons.
First, process drives substance.
Imagine what might have happened if the … Read Business Negotiations: Why Does Process Matter?
Have You Negotiated How You’ll Negotiate?
A large pharmaceutical company was engaged in licensing negotiation with a small biotech firm over the terms of a technology transfer.
When the talks reached a standstill over … Read Have You Negotiated How You’ll Negotiate?
Business Negotiations: Imposing Procedural Constraints
Sometimes the courts will be unwilling to get involved in the substantive terms of the deal but will impose procedural constraints on the more powerful party.
Consider the … Read This Post
Deal Making: When You Hold All the Cards
Consider the following hypothetical negotiation scenarios, in which you seem to hold all the cards:
– One of your customers has just landed a lucrative new contract, and … Read Deal Making: When You Hold All the Cards
A winning pitch?
Under the terms of the Major League Baseball (MLB) 2011 collective bargaining agreement, the New York Yankees, known for their deep pockets, faced incentives to break with … Read A winning pitch?
Bringing Congress back to the negotiating table
“I’ve always had a Republican partner, every time,” says former Democratic senator Chris Dodd, speaking of his legislative victories during his 30 years of service.
Members of Congress … Read Bringing Congress back to the negotiating table