Bet you didn’t know … New negotiation research
Negotiating in high alert
Negotiation is often characterized as a physiologically arousing event marked by pounding hearts, queasy stomachs, and flushed faces. We might assume that heightened physiological … Read This Post
Choosing When to Choose
When it comes to negotiation, the more choices on the table, the better your outcomes will be – right? Not necessarily. An excess of options can stand … Read Choosing When to Choose
Mediating Tragedy: Managing the Boston Victim’s Compensation Fund
In mid-May, about a month after the Boston Marathon bombings of April 15, lawyer and mediator Kenneth Feinberg stood in an auditorium at the Boston Public Library … Read This Post
Deal Making Without a Net: Yahoo’s Tumblr Acquisition
On May 19, Internet company Yahoo announced that it was purchasing the blogging service Tumblr for about $1.1 billion in cash. The acquisition could put a fresh … Read This Post
What If You Have to Arbitrate?
The likelihood that a provision for final-offer arbitration in the event of impasse will actually result in arbitration is slim. However, as a precaution, you and your … Read What If You Have to Arbitrate?
Becoming a More Ethical Negotiator
Given the prevalence of corporate scandals in recent years, many have questioned whether ethics training for professionals has done much good.
One of the reasons that such training … Read Becoming a More Ethical Negotiator
Why Do Managers Resist Facilitation?
There are three major reasons that managers are reluctant to seek the assistance they need. … Read Why Do Managers Resist Facilitation?
“Confronting Evil” Panel Videos Now Available on YouTube
On Saturday, April 20, 2013, the Program on Negotiation co-hosted a conference on “Confronting Evil: Interdisciplinary Perspectives,” in partnership with the Mahindra Humanities Center at Harvard University … Read This Post
What to Do Before the Deal Breaks Down
Whenever one side fails to meet its contractual obligations, renegotiation is more likely to succeed if the parties have a strong relationship. Ideally, the aggrieved party will … Read What to Do Before the Deal Breaks Down
Bet you didn’t know…Will a team approach work? Consider the culture
In negotiation, two (or more) heads are better than one, most researchers have found. In several studies conducted in the United States, teams were better than solo … Read This Post
Beyond the Bottom Line
What do people value when they negotiate?
Research by Professors Jared R. Curhan and Heng Xu of MIT’s Sloan School of Management and Hillary Anger Elfenbein of … Read Beyond the Bottom Line
“Confronting Evil” Panel Videos Now Available Online
On Saturday, April 20, 2013, the Program on Negotiation co-hosted a conference on “Confronting Evil: Interdisciplinary Perspectives,” in partnership with the Mahindra Humanities Center at Harvard University … Read This Post