What If We Have the Same Social Motive at the Bargaining Table?
When two people share the same motive, they fall prey to the same flaws and reinforce each other’s failings. Consider a labor negotiation in which the chief … Read This Post
Robert Mnookin Writes for CNN About “How Obama and Boehner Can Get to Yes”
Program on Negotiation at Harvard Law School Chair and Samuel Williston Professor of Law Robert Mnookin wrote for CNN’s Opinion about the government shutdown negotiations between congressional … Read This Post
Questioning Compromises
People often wonder if they should constantly monitor their decisions to avoid bias. The answer is no. Social heuristics serve a useful function, allowing our social interactions … Read Questioning Compromises
The Deal is Done – Now What?
At last, the deal is done. After 18 months of negotiation, eight trips across the country, and countless meetings, you’ve finally signed a contract creating a joint … Read The Deal is Done – Now What?
How Mental Shortcuts Lead to Misjudging
Judges don’t make decisions based on a thorough accounting of all the relevant and available information. Instead, like all of us, they rely on heuristics – simple … Read How Mental Shortcuts Lead to Misjudging
Program on Negotiation Faculty On How To End the US Government Shutdown
The Washington Post’s “On Leadership” column by Jenna McGregor asked renowned negotiation experts on how the government shutdown in Washington, DC could be ended at the bargaining … Read This Post
Government Shutdown Negotiations: Robert Mnookin on NPR’s “Here & Now”
Program on Negotiation Chair Robert Mnookin sat down with National Public Radio’s Here & Now to discuss the government shutdown and the negotiating impasse between congressional Republicans … Read This Post
PON Chair Robert Mnookin Discusses the Stalemate Between President Obama and Congressional Republicans
Program on Negotiation Chair and “Bargaining with the Devil” author Robert Mnookin was recently asked by CNN Fortune’s Claire Zillman about the strategies that Obama could employ … Read This Post
How Inadmissible Evidence Leads to Misjudging
Throughout the litigation process, judges gain new information at settlement conferences, motion hearings, discovery disputes, and the trial itself.
Inevitably, some of this information, though relevant to … Read How Inadmissible Evidence Leads to Misjudging
How Nervous Energy Affects Negotiators and Conflict Management
Negotiation is often characterized as a physiologically arousing event marked by pounding heart, queasy stomachs, and flushed faces. We might assume that heightened physiological arousal would mar … Read This Post
Searching for a Debt Ceiling: Boehner’s Uncertain BATNA
As the U.S. government approaches a potentially catastrophic default on its debt in October, President Obama remains determined to avoid negotiations with Republican leaders on the issue, … Read This Post
Ambassador Tommy Koh of Singapore Named the Great Negotiator by the Program on Negotiation and the Future of Diplomacy Project
The Program on Negotiation, an inter-university consortium of Harvard, MIT, and Tufts, and Harvard’s Future of Diplomacy Project have named Ambassador Tommy Koh of Singapore the recipient … Read This Post